Account Executive (Tech / SaaS)

About The Role The role owns the full sales cycle for a B2B SaaS platform — from discovery through negotiation and close — selling into mid-market and enterprise technical buyers like VPs of Engineering, RevOps leaders, and CTOs. This is a quota-carrying role on a well-supported team with strong inbound pipeline, dedicated SDR coverage, and established ICP playbooks. The role directly shapes product roadmap feedback and revenue growth in a market with clear ROI and short time-to-value. Key Responsibilities Own the full-cycle sales process: prospecting, discovery, demos, multi-threading, negotiation, and close Run structured discovery with technical and economic buyers to map pain points to product value, using MEDDPICC or a similar qualification framework Deliver tailored product demos and coordinate technical evaluations with solutions engineering Build and manage pipeline in Salesforce and Outreach; maintain rigorous forecast accuracy within 10% Negotiate commercial terms, pricing, and legal redlines with procurement and legal teams Partner with Customer Success on smooth handoffs to ensure time-to-value and expansion opportunities Feed win/loss insights and competitive intel back to product and marketing What We Are Looking For 3-6 years of full-cycle B2B SaaS sales experience with consistent quota attainment (100%+ in at least two years) Track record closing mid-market or enterprise deals in the $25K-$150K ACV range Strong discovery, demo, and objection-handling skills; comfortable presenting to technical audiences Fluency with Salesforce, Outreach or similar sales-engagement tools, and Gong/Chorus Experience with MEDDPICC, Challenger, or another structured sales methodology Bachelor's degree or equivalent practical experience Bonus: experience selling to engineering, data, or RevOps buyers; existing network in the Boston tech ecosystem; familiarity with API-first products