Commercial Account Executive Mid-Market
You will own and manage a broad mid-market book of business, serving as the primary contact for new and expansion opportunities. You will prospect, qualify opportunities, lead value-based sales cycles, maintain accurate pipeline and forecasts, and tailor platform messaging to customer needs. You will document buying processes, collaborate with cross-functional partners, support adoption, reduce churn, plan territories, and share customer insights.
Responsibilities
- Own and manage a broad mid-market book of business for new and expansion opportunities.
- Manage customer accounts with 250 to 1,999 employees.
- Articulate the value of the AI-powered DevSecOps platform to prospects and customers.
- Build and maintain a healthy pipeline through prospecting, qualification, and opportunity advancement.
- Document buying criteria, decision processes, next steps, and key stakeholders.
- Collaborate with cross-functional partners to deliver pre- and post-sales experiences, close opportunities, and expand customer accounts.
- Support customer adoption, reduce churn and contraction, and participate in forecasting and territory planning.
- Share win/loss insights, update the sales handbook, and communicate customer feedback through the public issue tracker.
Requirements
- Experience selling SaaS solutions through value-based conversations with technical and business stakeholders.
- Ability to manage a mid-market territory and book of business from prospecting through close, adoption, and expansion.
- Customer relationship-building, discovery, negotiation, and closing skills.
- Outbound prospecting, pipeline management, territory documentation, and forecasting skills.
- Ability to collaborate with sales development, customer success, renewals, marketing, partners, and technical teams.
- Structured communication and presentation skills.
- Interest in open source and software development tools.
- Willingness to travel to customers and events as needed.
Benefits
- Health, financial, and well-being benefits.
- Flexible paid time off.
- Team Member Resource Groups.
- Equity compensation and Employee Stock Purchase Plan.
- Parental leave.