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.