Founding Account Executive, Mid Market

About the role

PolyAI is seeking a dedicated Account Executive to lead the growth of our Mid Market motion. This role will involve building and executing on a territory plan, sourcing and engaging prospects, and driving deals through the sales cycle. The ideal candidate will have a proven track record in a closing role, with experience in multi-stakeholder deals and working with partners.

Responsibilities

• Own full-cycle sales for mid-market prospects across verticals — discovery through close
• Partner with Strategic Alliances and Channel to build repeatable GTM motions with top integration and channel partners that generate qualified pipeline
• Source and engage prospects to understand their goals, constraints, and operating environment — then map PolyAI's Dialog AI to measurable business outcomes
• Build and execute territory plans to identify and prioritize high-potential mid-market accounts
• Generate pipeline through outbound prospecting, your own network, and coordinated work with marketing and partnerships
• Build mutual action plans that align stakeholders, timelines, and decision criteria
• Run structured discovery, quantify business impact, and manage multi-stakeholder buying processes to close
• Maintain strong CRM hygiene and accurate forecasting; operate on a clear weekly cadence
• Collaborate cross-functionally (Solution Engineering, Partnerships, Enablement, Legal, Product, Finance) to move deals forward
• Help shape the MM playbook — messaging, sales process, partner motion — that scales as the team grows

Requirements

Must have a proven track record in a closing role, carrying and exceeding quota in a SaaS environment. Must have run full-cycle, multi-stakeholder deals, including senior/exec-level engagement. Strong at self-sourced outbound — you don't wait for pipeline, you build it. Experience working with or through partners (channel, alliances, integrations) to generate or accelerate deals. Comfortable with ambiguity — you'd rather build the process than inherit one. Bring strong forecasting discipline and can set clear short- and long-term priorities. Fluent with sales tools (Salesforce, Outreach/Salesloft, LinkedIn).

Qualifications

Nice to have:

• Experience selling into more than one vertical or industry
• Familiarity with structured sales methodologies (MEDDPICC, Command of the Message, Challenger)
• Experience building or scaling a new segment/motion from the ground up
• Background working with technical integrations or platform partners

Skills

Must have:

• Proven track record in a closing role, carrying and exceeding quota in a SaaS environment
• Run full-cycle, multi-stakeholder deals, including senior/exec-level engagement
• Strong at self-sourced outbound — you don't wait for pipeline, you build it
• Experience working with or through partners (channel, alliances, integrations) to generate or accelerate deals
• Comfortable with ambiguity — you'd rather build the process than inherit one
• Strong forecasting discipline and can set clear short- and long-term priorities
• Fluent with sales tools (Salesforce, Outreach/Salesloft, LinkedIn)

Benefits

Competitive salary range for this role - $80,000 - $90,000 base salary / $160,000 - $180,000 OTE (USD) - depending on level and experience. Final compensation will be based on individual qualifications, relevant experience, and the scope of the role. In addition to salary, this position includes equity in the business, giving you the opportunity to share in the company’s long-term success.

Pay

Final compensation will be based on individual qualifications, relevant experience, and the scope of the role. In addition to salary, this position includes equity in the business, giving you the opportunity to share in the company’s long-term success.

Schedule

Flexible PTO policy + 11 designated company holidays

Company

We are an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.