Account Executive (Tech / SaaS)

About the Role

The Account Executive owns the full sales cycle for a cloud-based B2B SaaS platform, from discovery and technical qualification through negotiation, close, and expansion planning. The buyer set includes engineering, IT, security, and business stakeholders evaluating tools for workflow automation, data infrastructure, observability, or developer productivity. Based in New York with a hybrid schedule, the role matters because it connects complex technical products to measurable business outcomes. The team needs a consultative seller who can translate APIs, integrations, security requirements, and usage-based pricing into a clear business case while building repeatable pipeline and predictable revenue.

Responsibilities

• Build and manage qualified pipeline across target accounts using outbound prospecting, inbound follow-up, referrals, and partner channels
• Run discovery with engineering, IT, security, and executive stakeholders to understand technical requirements, current workflows, and business impact
• Lead tailored product demonstrations and proof-of-concept processes using CRM, sales-engagement, and product-analytics data
• Coordinate evaluations with solutions engineering, security, legal, finance, and implementation teams; maintain clear next steps and close plans
• Forecast accurately in Salesforce or a comparable CRM, documenting stage, deal risk, MEDDICC criteria, and expected close dates
• Negotiate contracts, pricing, and procurement requirements while protecting deal quality, retention potential, and gross margin
• Develop expansion opportunities with customer success by identifying new teams, use cases, integrations, and consumption growth

Requirements

• 3-8 years of quota-carrying B2B sales experience, with at least 2 years selling SaaS, cloud infrastructure, data, cybersecurity, developer tools, or related technical products
• Demonstrated history of meeting or exceeding annual revenue targets in a full-cycle Account Executive role
• Strong discovery, presentation, negotiation, and executive communication skills across technical and non-technical audiences
• Working knowledge of SaaS sales methodologies such as MEDDICC, SPICED, Challenger, or Command of the Message
• Experience using Salesforce or a comparable CRM, along with sales-engagement, conversation-intelligence, and account-research tools such as Outreach, Gong, or LinkedIn Sales Navigator
• Bachelor’s degree in business, marketing, computer science, engineering, or a related field, or equivalent professional experience
• Bonus: experience selling to engineering or IT organizations, working with APIs and cloud platforms, managing enterprise procurement, or closing contracts valued at $100K+ annually