Mid Market Account Executive, Food and Beverage R&D Workbench

About the role

Carry the standalone F&B R&D Workbench number for Mid-Market. Quota against closed ARR and deal count. Target deal size is $20K ACV and under with 2–3 month sales cycles. Bigger deals happen — when they do, you keep the lead and the credit. Enterprise leadership attaches for executive cover if the deal warrants it.

Responsibilities

• Run the full sales cycle. Outbound on roughly 30% of pipeline, marketing-sourced inbound on the rest.
• Discovery, demo, trial setup, proposal, close.
• You will run your own demos. You will not have a dedicated SE on most calls.
• Build the playbook. Discovery scripts, demo flows, objection handling, trial conversion mechanics.
• The next reps we hire ramp on what you build.
• Support Enterprise as a domain expert when called in.

Requirements

• 3-5 years of full-cycle SaaS sales experience in velocity Mid-Market motions ($10–30K ACV, 2–3 month cycles, demo-led).
• Domain experience in F&B R&D, regulatory, or adjacent vertical software.

Qualifications

• Examples: Trace One, TraceGains, Trustwell / Genesis, FoodLogiQ, Icicle, lab/QMS software sold into F&B manufacturers, ingredient or regulatory platforms.

Skills

• You walk into a discovery call with an R&D Director and are credible from minute one.
• Sharp on product. R&D Workbench is a technical product sold to a technical buyer. You should be able to demo it better than the engineers who built it within 90 days.

Benefits

• The chance to define the Mid-Market motion for a category-defining product in a structurally underserved vertical.
• A direct line to product and exec leadership.
• A comp plan designed for the work — base weighted to reflect velocity economics, plus deal-count accelerators, and Enterprise overlay spiffs.

Pay

Not specified.

Schedule

Not specified.