Account Executive (Tech / SaaS)

About The Role

The Account Executive drives revenue growth by managing the full sales cycle from initial qualification to close. Operating in a high-growth SaaS environment, the role focuses on identifying business pain points, demonstrating technical product value, and negotiating commercial agreements with mid-market and enterprise accounts. This position collaborates closely with solutions engineers, product teams, and customer success managers to ensure seamless technical alignment and long-term customer retention. The role is critical for expanding the company's market footprint and hitting predictable quarterly pipeline targets.

Key Responsibilities

• Manage the complete sales cycle: prospect target accounts, qualify inbound leads, conduct technical discoveries, and close new business
• Deliver highly tailored product demonstrations that map complex platform capabilities to specific customer business outcomes
• Build and maintain a robust sales pipeline, forecasting quarterly ARR accurately within Salesforce
• Negotiate commercial terms, security reviews, and service-level agreements with procurement and legal departments
• Collaborate with Solutions Engineers to address technical architecture, security, and integration requirements during the evaluation phase
• Partner with Customer Success to ensure a smooth transition from signed contract to active implementation and onboarding

What We Are Looking For

• 3-6 years of quota-carrying B2B SaaS sales experience, preferably selling developer tools, APIs, or complex cloud infrastructure
• Proven track record of meeting or exceeding $800k+ annual contract value (ACV) quotas
• Demonstrated ability to navigate complex, multi-stakeholder deals across engineering, security, and procurement departments
• Proficiency with modern sales tech stacks including Salesforce, Outreach, LinkedIn Sales Navigator, and Gong
• Bachelor's degree in Business, Computer Science, or a related field, or equivalent practical experience
• Bonus: Experience selling to technical buyer personas (CTOs, VP of Engineering, DevOps leads) or prior experience at a Series B/C startup