Mid Market Account Executive

Primary Duties & Responsibilities

• Meet or exceed monthly revenue quotas that are adjusted monthly based on annual budget allocations and market conditions for the mid-market segment (3-19 user accounts)
• Maintain daily KPI metrics including outbound activities, SAL response times, discovery meetings, demos, and Salesforce updates to ensure consistent quota achievement
• Own the full sales cycle from prospecting to close, including lead qualification, discovery, product demonstrations, proposal development, negotiation, and contract execution
• Build and maintain a healthy pipeline with 3-4x quota coverage through a balanced mix of outbound prospecting, BDR handoffs, and inbound lead conversion
• Conduct consultative discovery to understand customer business challenges, operational workflows, and growth objectives; position Fullbay as a strategic solution with clear ROI
• Deliver customized product demonstrations tailored to prospect needs, highlighting features and workflows most relevant to their business model and user count
• Maintain accurate Salesforce records including all customer interactions, opportunity stages, next steps, and forecast data; provide weekly and monthly forecast updates to leadership
• Lead pricing and contract negotiations within established guidelines, collaborating with leadership on deal structures that balance customer needs and profitability
• Collaborate with BDRs, Customer Success, Implementation, and Marketing teams to ensure seamless handoffs and optimal customer experience throughout the sales cycle
• Monitor competitive landscape and provide market intelligence to product and marketing teams regarding customer needs, competitive positioning, and feature requests

Additional Duties & Responsibilities

• Manage three distinct lead types: outbound prospecting leads (self-generated), BDR-scheduled meetings (qualified handoffs), and inbound demo requests with 2-hour SAL response requirement
• Understand customer goals, plans, challenges, timeline, budget, and authority; confidently communicate Fullbay's value proposition
• Deliver quality tailored demonstrations of Fullbay to prospects based on their needs and priorities
• Create and maintain pipeline through lead generation activities including cold calls, emails, and social touches
• Document customer profiles, responses, and next steps in Salesforce with accuracy and timeliness
• Prioritize opportunities and apply appropriate resources based on deal size, close probability, and strategic value
• Meet or exceed individual and team monthly quota targets
• Become an expert on Fullbay technology and target market segments (mid-market heavy-duty repair operations)
• Collaborate with team to improve processes and add efficiencies
• Continuously improve sales process and demonstrate willingness to learn and implement best practices
• Adapt to changes in process as the team tests new ideas and strategies
• Adhere to all confidentiality and compliance regulations

Minimum Education & Work Experience

• High School Diploma or GED equivalent
• Bachelor's Degree or Military Service experience preferred
• 3-5 years experience as a quota-carrying sales representative in the Mid Market B2B SaaS or equivalent with hands on experience in a shop
• Experience with tech stack tools i.e., ChiliPiper, HubSpot, Zoom, Teams, Slack, G-Suite
• Experience with Salesforce.com required

Key Skills And Qualifications

• Comfortable with commission-based position driven by monthly quotas (able to handle meeting and exceeding monthly quotas and handling rejections)
• Ability to work in a fast-paced SaaS environment
• Experience using Sales engagement tools: Outreach, SalesLoft, Chorus.ai, Salesforce (we use Salesforce, Zoom, G-Suite, ChiliPiper)
• Track record of success and over-achievement in quota-carrying roles
• Self-motivated team player who enjoys wearing multiple hats and inspiring others to do great work
• Tech proficient and experienced with web technologies (able to present pros/cons, use cases/examples, trends, etc.)
• Strong presentation skills, experience using video conferencing tools i.e., Zoom, Teams, WebEx
• Excellent communication and persuasive skills (both written and verbal), includes communicating on the phone, email, video conferencing, and in-person
• Able to think on one's feet to creatively solve prospects' business needs
• Positive attitude, confident, and desire to be the best
• Attention to detail, strong organization and time management skills; ability to work independently
• Able to travel up to 25%