Account Executive (Tech / SaaS)

About the role

The Account Executive owns the full sales cycle for a B2B SaaS platform used by technical and business teams to manage cloud infrastructure, data workflows, security, or developer operations. The role covers discovery, technical qualification, solution mapping, negotiation, and closing with mid-market and enterprise accounts. You will work with prospects ranging from engineering and IT leaders to finance and operations stakeholders, translating complex product capabilities into measurable business outcomes. The role matters because disciplined execution across pipeline, forecast accuracy, and customer alignment directly drives recurring revenue and long-term retention.

Responsibilities

• Build and manage a qualified pipeline through outbound prospecting, inbound follow-up, partner referrals, and expansion opportunities
• Run discovery calls with engineering, IT, security, and business stakeholders to identify technical requirements, operational pain points, and buying criteria
• Lead product demonstrations that connect APIs, integrations, dashboards, automation, and security capabilities to customer use cases
• Coordinate technical validation, proof-of-concept plans, security reviews, and procurement processes with solutions engineering, product, legal, and finance teams
• Manage opportunities in Salesforce or a comparable CRM, maintaining accurate stages, close dates, next steps, MEDDICC or equivalent qualification data, and forecast updates
• Negotiate pricing, packaging, and commercial terms with executive and procurement stakeholders to close new business within target timelines
• Partner with customer success on implementation handoffs, expansion planning, and renewal risk signals to support durable customer outcomes

Qualifications

3-8 years of quota-carrying B2B SaaS sales experience, including ownership of mid-market or enterprise accounts; consistent track record of meeting or exceeding revenue targets across new-logo sales and complex, multi-stakeholder buying cycles; strong understanding of SaaS infrastructure, developer tools, cybersecurity, data platforms, cloud services, or adjacent technical products; confident presenting to technical and executive audiences; able to explain APIs, integrations, security controls, and workflow automation without relying on jargon; hands-on experience with Salesforce, HubSpot, Outreach, Salesloft, Gong, or comparable sales and revenue tools; structured approach to discovery, qualification, forecasting, account planning, and competitive positioning; bachelor's degree in business, technology, communications, or a related field, or equivalent professional experience.

Bonus: experience selling to engineering, DevOps, IT, security, or data teams; familiarity with AWS, Azure, or GCP; experience with MEDDICC, SPICED, or Challenger methodologies; located in or able to work remotely from the Seattle, WA area.