Mid Market Account Executive - Americas (West)

About the role

You will help us win Mid-Market accounts in the Pacific and Central time zones by managing the full sales cycle from pipeline generation through to closed-won. In this role, you'll primarily focus on new logo acquisition, while also covering a smaller number of existing business accounts for expansion and upsell.

Our emphasis is on your raw ability to excel in the areas listed below and your appetite for continuous growth & improvement. We’re a documentation first, async friendly team that values precision and autonomy. If you’re energized by seeking answers independently and collaborating through well structured resources, you’ll feel right at home here.

Responsibilities

• Manage the full sales cycle from pipeline generation through to closed-won
• Focus on new logo acquisition with a smaller number of existing business accounts for expansion and upsell

Requirements

• 5+ years of full-cycle closing experience and have closed many >$50,000 ACV opportunities
• Experience selling complex platform technologies in a sales-led GTM motion
• Confidence in self-sourcing >30% of your own pipeline

Qualifications

• Adept at competitive selling in established markets and have won many rip-and-replace opportunities
• Naturally curious about business problems and take pride in positioning specific & creative solutions
• Mastery of clear communication; ability to ask questions with precision and explain complex concepts in simple terms
• Skill in guiding prospects through the evaluation & buying process—engaging the right stakeholders to create consensus for a strategic technology decision
• Love for becoming a product and industry expert; adept at delivering a quick demo to showcase how your solution meets a unique need
• Action-oriented and persistent; always on the leaderboard for outbound effort and pipeline created
• Leverage tools to maximize the impact of prospecting and selling time; belief in research and personalization to spark a conversation
• Comfortable managing a pipeline of a dozen or more active opportunities concurrently; pride in internal operations, including real-time CRM updates

• Bonus: Experience selling to Talent or HR personas
• Bonus: Prior BDR experience

Reasons Not To Apply

• Not excited about a new business focused role that includes pipeline generation work
• Uncomfortable delivering your own product demos, preferring to defer to an SE

Our Philosophy

• Build best-in-class products since we believe a highly differentiated product is easier to sell
• Offer deep product expertise in all prospect and customer interactions
• Value small teams with very talented people and the right work environment over large headcount
• Emphasize strong sense of ownership, principled thinking over experience, and thoughtful communication

Benefits

• Sell a product that our customers are truly excited about
• Fairly set, achievable quotas; typically greater than 65% of AEs are at or above quota
• Unlimited PTO with four weeks recommended per year
• Generous equipment, software, and office furniture budget
• 10-year exercise window for stock options; no pressure to purchase if you leave Ashby
• $100/month education budget with manager approval for more expensive items (e.g., conferences)
• Top-notch health insurance for you and your dependents with 100% of all premiums covered; Flexible Spending Accounts and 401K match
• Up to 12 weeks of fully paid family/parental leave for all caregivers