Mid Market Account Executive
Rocketlane is the leading AI-first platform for customer onboarding, professional services, and post-sales delivery. We help SaaS and services organizations—including industry leaders like Clari, Zenoti, and Icertis—accelerate time-to-value and transform how they manage complex customer rollouts. Our unified platform replaces outdated, fragmented systems with modern project management, collaboration, time tracking, billing, and resource forecasting. With the launch of Nitro, our agentic AI layer, we enable delivery teams to scale operations without increasing headcount. Backed by $105M in funding from top-tier investors, we are entering a growth phase as we expand within the Fortune 500 and Forbes Cloud 100.
About the role
We are looking for a Mid Market Account Executive to accelerate our move upmarket. You will help capture a category shift away from legacy PSA tooling by displacing fragmented systems with our AI-native solutions.
Responsibilities
- Full-Cycle Sales Execution: Manage and close complex deals typically ranging from $50K to $100K+ ARR within the 250 to 1,000 employee segment.
- Pipeline Generation: Partner with SDRs and marketing while self-sourcing 20%–30% of your own pipeline through strategic outbound efforts into target accounts.
- AI Subject Matter Expertise: Deeply master the Rocketlane product and "Nitro" AI features to lead technical discovery; achieve Product Admin level certification via Rocketlane Academy.
- Stakeholder Management: Navigate multi-threaded B2B environments, building relationships with Post-Sales, Customer Success, and Services Leadership.
- Market Expansion: Provide feedback to the product and leadership teams as we discover new sub-verticals and use cases within the evolving services TAM.
Requirements
- 3-6 years of SaaS sales experience, with a proven track record of closing five-figure deals on 4+ month sales cycles.
- Experience in early-stage or high-growth environments (10–200 employees); candidates who have stayed at a company for 2+ consecutive years and earned promotions during rapid scale are preferred.
- Technical Curiosity: An obsession with how AI is changing the software landscape and the ability to speak fluently about agentic automation and platform integrations.
- A rigorous approach to territory strategy, discovery, and commercial negotiation.
- Thrive in environments where the playbook is being refined; you are a builder, not just a recipient of inbound leads.
- Experience at "Big Tech" (Oracle, Salesforce) is only a fit if you have also excelled in a startup environment.
Degrees are preferred.
Pay
- Base Salary: $90,000 – $110,000.
- On-Target Earnings (OTE): $180,000 – $220,000 (50/50 split).
- Meaningful Series C equity package.
Schedule
- Hybrid (3 days per week in-office) in Lehi, UT; New York, NY; or San Francisco, CA.
- Approximately 25% travel for client site visits and company offsites.
Values
- High Empathy, High Accountability: We care deeply about our people and their growth, but we maintain a high bar for excellence and ownership.
- Deep Curiosity: We are lifelong learners who strive to be subject matter experts in our domain and our customers' businesses.
- Builder Mentality: We value the grit required to win in a new category and the bias toward action needed to scale a Series C startup.