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 role works with engineering, security, IT, and business stakeholders to connect product capabilities to measurable operational and financial outcomes. You will manage a defined territory and pipeline in a consultative, multi-threaded sales environment. Success requires translating APIs, integrations, data workflows, security controls, and implementation requirements into a clear business case for technical and executive buyers.

Responsibilities

• Manage the full sales cycle from prospecting and discovery through product demonstrations, negotiation, close, and handoff to Customer Success
• Build and maintain qualified pipeline through account planning, outbound prospecting, inbound follow-up, partner referrals, and expansion opportunities
• Lead discovery with technical and business stakeholders to identify workflows, integration requirements, security considerations, and buying criteria
• Deliver tailored demonstrations using CRM, analytics, workflow automation, API, and integration use cases relevant to each account
• Maintain accurate opportunity data, next steps, close dates, and forecasts in Salesforce or a comparable CRM
• Coordinate solution engineers, security teams, legal, and implementation partners throughout complex evaluations and procurement processes
• Collaborate with Customer Success to document success criteria, adoption risks, and expansion opportunities after close

Requirements

• 3-8 years of quota-carrying B2B technology or SaaS sales experience, preferably selling to mid-market or enterprise accounts
• Demonstrated record of meeting or exceeding revenue targets across multi-stage sales cycles
• Bachelor’s degree in business, technology, communications, or a related field, or equivalent practical experience

Skills

• Strong consultative selling, discovery, negotiation, presentation, and executive communication skills
• Working knowledge of SaaS architecture, APIs, integrations, cloud infrastructure, data platforms, or security and compliance concepts
• Hands-on experience with Salesforce or a comparable CRM, sales engagement platforms, and pipeline forecasting tools
• Bonus: experience selling developer tools, data infrastructure, cybersecurity, workflow automation, or other technical SaaS products; familiarity with MEDDICC, SPICED, or similar qualification frameworks; existing relationships with technology and IT decision-makers