About The Role
The role owns the full sales cycle for mid-market and enterprise SaaS deals — from discovery and demo to negotiation and close — selling a cloud-native platform to technical and economic buyers.
About The Role
The role owns the full sales cycle for mid-market and enterprise SaaS deals — from discovery and demo to negotiation and close — selling a cloud-native platform to technical and economic buyers. This is a quota-carrying role that directly drives revenue. The team is scaling fast, and the people in this role shape territory strategy, pricing feedback loops, and how the product is positioned against a crowded competitive field.
Key Responsibilities
- Own the full deal cycle end-to-end: prospecting, discovery, product demonstrations, procurement, and close for SaaS deals ranging $50K-$500K ARR
- Build and manage pipeline in Salesforce and Outreach, maintaining rigorous forecast accuracy with weekly pipeline reviews
- Run discovery calls that map technical requirements — APIs, integrations, security review, data migration — to solution architecture alongside solutions engineers
- Negotiate commercial terms with VP and C-level buyers, navigating legal, procurement, and security review processes
- Coordinate multi-threaded deal strategy across champions, economic buyers, and technical evaluators in long sales cycles
- Partner with marketing and product on win/loss analysis, competitive positioning, and pricing feedback
- Exceed quarterly and annual quota while maintaining clean CRM hygiene and accurate deal-stage documentation
What We Are Looking For
- 3-6 years of full-cycle B2B SaaS sales experience with a consistent track record of hitting or exceeding quota
- Experience selling to technical buyers (engineering, IT, or data leaders) and managing complex, multi-stakeholder deals
- Strong command of discovery frameworks (MEDDICC, Challenger, or similar) and consultative selling
- Fluent with Salesforce, Outreach, Gong, and modern sales tech stacks
- Excellent written and verbal communication — able to deliver crisp demos, business cases, and executive presentations
- Bachelor's degree or equivalent practical experience
- Bonus: experience selling developer tools, data infrastructure, or API-first products; existing network of mid-market or enterprise contacts; familiarity with SOC 2 / procurement cycles
Account Executive (Tech / SaaS) in san francisco at Unknown Company
This position is listed as full time and onsite.