Mid-Market Account Executive

Job Responsibilities

• Sell Agiloft’s CLM platform to new Mid-Market customers, owning opportunities from qualification through close
• Develop and execute your win strategy and help your customers buy the Agiloft CLM platform, with confidence and within forecasted timescales
• Develop and execute close plans aligned with MEDDPICC criteria, including metrics, decision process, paper process, and champion validation
• Manage moderately complex deal structures, procurement processes, and customer buying committees
• Maintain accurate records of account activities, opportunities, and sales forecasts in Salesforce in accordance with sales best practices
• Provide regular updates to sales leadership on progress, account strategies, and forecast accuracy

Value Selling & Customer Engagement

• Lead value-based discovery conversations with prospects focused on customer pain points, business outcomes, and measurable ROI
• Confidently articulate the business value of AI in contract management, including efficiency gains, risk identification, obligation tracking, and analytics
• Prepare and present tailored sales presentations, demonstrations, and pricing proposals
• Position Agiloft as a differentiated leader in CLM and AI-enabled contract management

Pipeline Management, Forecasting Discipline

• Build, manage, and progress a healthy pipeline with strong qualification, stage integrity and risk assessment
• Balance velocity and rigor across multiple concurrent opportunities
• Deliver accurate and predictable forecasts through disciplined pipeline inspection

Solution Alignment & Cross-Functional Collaboration

• Collaborate with our Solutions Consulting team to plan and deliver sales presentations, demonstrations, and coordinate proof of concept evaluations
• Manage RFPs and RFIs, coordinating with the Agiloft deal desk, solutions consultants and our partners
• Collaborate with Agiloft Professional Services or our implementation partners to develop an implementation strategy for each customer
• Effectively partner with Sales Development and Marketing to ensure ongoing pipeline growth

Leverage AI-assisted tools to enhance productivity, streamline workflows, and support day-to-day activities

• Other duties as assigned

Required Qualifications

• 4-7+ years of software sales or consulting experience in SaaS sales with a preference for experience in Contract Lifecycle Management or related systems
• BS/BA or related industry field sales experience
• Enterprise Cloud software/SaaS full sales-cycle experience
• Experience with value selling and other leading solution sales techniques (MEDDICC, MEDDPICC etc)
• Proven success managing multiple concurrent deals with moderate levels of complexity
• Excellent interpersonal, communication, persuasion, presentation and writing skills
• Experience scoping, managing and executing customer demonstrations and proof of concepts
• Outstanding problem-solving skills, including the ability to meet a business requirement with a technical solution
• Highly organized and detail-oriented, with strong forecasting and pipeline management skills
• Proficiency with Salesforce, Clari, Microsoft Office, and web conferencing tools
• Willingness to travel (up to 20%)

Preferred Qualifications

• Experience in a similar role with organizations providing Contract Lifecycle Management, Enterprise Legal Management, Governance, Risk & Compliance, Procure to Pay or Revenue Operations SaaS solutions