Mid-Market Account Executive - AMER

About the role

This role focuses on acquiring new mid-market customers while identifying expansion opportunities within existing accounts. You will manage a balanced motion of inbound demand and outbound prospecting in partnership with a BDR, owning the full sales cycle from discovery through close.

You will engage operational and financial stakeholders, uncover measurable business outcomes, and position ROLLER as a long-term growth partner.

The role is based in Austin, Texas and follows a hybrid work model, combining in-office collaboration with focused remote execution.

Responsibilities

• Manage the full sales cycle from inbound lead engagement and outbound prospecting through to close and expansion.
• Develop and execute territory and account plans to drive consistent pipeline generation and quota attainment.
• Conduct structured discovery to understand operational workflows, revenue drivers, and customer pain points.
• Translate customer objectives into measurable business outcomes, positioning ROLLER's platform as a lever for revenue growth and operational efficiency.
• Deliver tailored product demonstrations and ROI-driven business cases to operational and mid-level decision makers.
• Partner closely with your BDR to generate net-new pipeline while maintaining high conversion rates on inbound opportunities.
• Collaborate cross-functionally with Sales Engineering, Implementation, and Customer Success to ensure smooth deal execution and onboarding.
• Maintain disciplined pipeline management and forecasting accuracy in Salesforce.

Requirements

• You are based in Austin, Texas and thrive in a hybrid work environment, adept at balancing in-person collaboration with remote tasks, enjoy the dynamic nature of such roles.
• 5-7+ years of experience in B2B SaaS sales, ideally within mid-market or growth-focused environments with 4+ years tenure in at least one company.
• You’re very comfortable with:
• Clear value-based discovery
• Mapping operational pain → platform capability → measurable business outcome
• Commercial alignment (ROI, margin expansion, scalability)
• Multi-threading and stakeholder alignment
• Executive-level positioning
• Proven track record of consistency exceeding quota in a full-cycle closing role.
• Experience managing multi-stakeholder deals with moderate complexity and procurement involvement.
• Strong discovery and consultative selling skills, with the ability to connect product capabilities to measurable business outcomes.
• Comfortable balancing inbound velocity with proactive outbound pipeline generation.
• Highly disciplined in pipeline management, forecasting, and territory planning.
• Confident communicator who can engage both operational leaders and business decision-makers.
• Proficient in CRM and sales tools such as Salesforce and Avoma.
• Willing and able to travel as needed for onsite customer visits and industry events.

Qualifications

• You have a bachelor's degree in Business Administration, Marketing, Sales, or a related field.
• You have experience in a similar role and have successfully closed deals in the mid-market segment.
• You have excellent communication and interpersonal skills, with the ability to build relationships and influence decision-makers.
• You have a strong understanding of the leisure and attractions industry and its challenges.
• You have experience working with Salesforce and other CRM tools.

Skills

• Exceptional problem-solving and analytical skills.
• Ability to build and maintain strong relationships with key stakeholders.
• Strong negotiation and closing skills.
• Excellent presentation and communication skills.
• Ability to manage multiple priorities and deadlines.
• Experience with data analysis and reporting.

Benefits

• 20 days of paid time off (PTO), 10 sick days, and 13 paid US holidays.
• Free Medical Insurance.
• 401(k) Plan with a 100% match on contributions up to 5%.
• Engage in our ‘Vibe Tribe’ - led by our team members; you can contribute to company-wide initiatives directly. Regular events and social activities, fundraising & cause-related campaigns... you name it. We're willing to make it happen!
• Team member Assistance Program to proactively support our team's health and wellbeing - access to coaching, education modules, weekly webinars, and more.
• 16 weeks paid Parental Leave for primary carers and 4 weeks paid Parental Leave for secondary carers.
• Work with a driven, fun, and switched-on team that likes to raise the bar in all we do.
• Individual learning & development budget plus genuine career growth opportunities as we continue to expand!

Pay

Competitive compensation and benefits aligned to the level of ownership we expect.

Schedule

Hybrid work model, combining in-office collaboration with focused remote execution.