Account Executive Lead - North America - Mid-Market

About the role

This role is responsible for scaling and optimizing the Mid-Market Account Executive (AE) organization. Key responsibilities include defining and executing the go-to-market strategy, leading and scaling a team, managing pipeline health and forecasting, developing sales playbooks, and partnering cross-functionally.

Responsibilities

• Define and execute the go-to-market strategy for U.S. Mid-Market accounts, including quotas, segmentation, and territory design.
• Lead, coach, and scale a team of Mid-Market AEs, owning recruiting, onboarding, enablement, and performance management.
• Own pipeline health and forecasting, driving consistency and improving conversion rates across each stage of the funnel.
• Develop and refine sales playbooks, motions, objection frameworks, and deal models tailored to Mid-Market buyers and voice AI/conversational use cases.
• Partner cross-functionally with Marketing, Product, Growth, and Customer Success to align positioning, messaging, and expansion opportunities.
• Establish feedback loops by synthesizing insights from prospects and customers to help inform GTM strategy and product roadmap decisions.

Requirements

• 7+ years of SaaS or technology sales experience, with meaningful experience leading or scaling Mid-Market AE teams.
• Demonstrated success surpassing revenue targets in a Mid-Market or velocity-oriented sales environment.
• Strong command of sales metrics, funnel optimization, forecasting, and process rigor.
• Experience selling technical, AI, or API-driven solutions to Director- and VP-level stakeholders.
• Excellent communication skills and ability to influence across teams and seniority levels.
• Comfortable operating in fast-paced, ambiguous, high-growth environments with high ownership.

Location

The role is remote across the US, with the option to work from our San Francisco or New York offices if preferred.