Mid-Market Account Executive

About the role

Drive new-logo growth across the mid-market segment, own the full cycle (prospect, run, close) with a focus on speed and strong pipeline across Guava's core verticals. Faster than enterprise, but still selling to technical and business stakeholders, often in the same conversation. Sell a product with a decade of regulated production proof, real customers, real results. Join early and help shape the mid-market motion. A technical team that backs every claim in front of a prospect. Direct line to leadership and real influence over how the sales org grows.

Responsibilities

• Own outbound prospecting and pipeline generation for mid-market accounts across Guava's verticals.
• Identify and engage key decision-makers across technical and business functions.
• Partner with marketing and SDRs to convert inbound into qualified mid-market opportunities.
• Maintain a full, healthy pipeline with disciplined follow-through.
• Run full-cycle deals from first contact through close, managing shorter/mid-length cycles with speed.
• Lead discovery and solution positioning for technical buyers (eng leads, CTOs) and business buyers (VP Ops, COO, CRO).
• Coordinate with Solutions Engineering and FDEs on technical validation and demos.
• Handle objections, negotiate terms, drive deals to close with urgency; keep CRM accurate.
• Develop working knowledge of Guava's verticals; bring prospect feedback to leadership.

Requirements

• 5+ years B2B SaaS/technology sales, consistent record of hitting/exceeding quota on net-new logos.
• Full-cycle deal experience (prospect → close), not waiting on inbound.
• Comfortable selling to technical and business stakeholders, sometimes the same deal.
• Familiarity with mid-market motions: faster cycles, fewer stakeholders, strong value narrative.
• Experience in one+ of Guava's verticals (healthcare, financial services, insurance, BPO, tech) a strong plus.
• Strong written/verbal communication; sharp demos and compelling follow-ups.
• Organized, coachable, energized by hitting number in a fast-moving environment.

Skills

• Selling AI, voice, or communications technology.
• Exposure to compliance-driven buying (SOC 2, HITRUST, PCI, HIPAA).
• Startup/high-growth experience building the playbook.
• Working alongside Solutions Engineering or technical presales.

Benefits

• Competitive base salary and early-stage equity.
• Medical, dental, and vision coverage.
• 401(k) with employer match.
• Flexible paid time off.
• Paid parental leave.
• Top-tier equipment and the tools you need to do your best work.

Pay

OTE $230,000–$270,000 (competitive base, uncapped commission, and equity).

Schedule

Remote within the US; full-time.