Account Executive – Midmarket
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Job Description
Mid-Market Account Executive selling Waitwhile’s wait-management SaaS platform. Owning pipeline, demos, negotiations, and full-cycle sales for $30K–$150K ARR deals.
Responsibilities:
- Own the full sales cycle from first conversation through negotiation and close
- Manage deals in the $30K–$150K ARR range
- Generate opportunities through inbound and self-sourced outbound efforts
- Work with BDRs and Marketing to identify target accounts and industries
- Lead tailored demos and presentations
- Communicate Waitwhile’s value and ROI to different buyer personas
- Navigate commercial conversations and close deals
- Partner with Sales, Marketing, RevOps, Product, Customer Success, and Sales Engineering
- Improve targeting, messaging, handoffs, and the customer journey
- Maintain accurate opportunities and pipeline data in HubSpot
- Own expected close timelines and contribute to data-driven pipeline reviews
- Share prospect and customer feedback to improve positioning, product, and go-to-market strategy
Requirements:
- 4–6+ years of B2B SaaS sales experience
- Track record of closing Mid-Market or upper-SMB deals
- Consistent track record of meeting or exceeding sales targets
- Strong experience with consultative and value-based selling
- Excellent communication, presentation, negotiation, and storytelling skills
- Experience navigating complex buying processes, multiple stakeholders, and buying committees
- Strong commercial judgment and ability to translate customer needs into clear business value
- Comfortable owning a pipeline and working independently in a fast-moving environment
- Bachelor’s degree or equivalent work experience
- Experience selling into retail, education, enterprise services, or similar industries
- Experience working in a fast-growing SaaS or product-led company
- Familiarity with HubSpot, ZoomInfo, Chorus, and Notion
- Experience partnering with Sales Engineers on tailored product demos
- Strong understanding of pipeline generation and self-sourced outbound sales
Benefits:
- Health, dental and vision insurance coverage
- Unlimited Paid Time Off
- 401K plan with a 6% company match and no vesting period
- Health Savings Accounts
- Flexible Spending Accounts for healthcare and/or dependent daycare expenses
- Short-Term and Long-Term Disability Insurance paid for by Allegion
- Term life insurance with option to purchase supplemental coverage
- Tuition Reimbursement
- Voluntary Wellness Program with monetary rewards
- Employee Discounts through Perks at Work
- Community involvement and opportunities to give back
- CliftonStrengths assessment & coaching
- Flexible working hours
- Professional growth opportunities
- Work-life balance
- Autonomy
- Generous time-off policies
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