Account Executive (Tech / SaaS)

About The Role The role owns the full sales cycle for a cloud-based SaaS platform serving mid-market and enterprise customers, from first discovery call through signature and handoff to onboarding. This is a quota-carrying position on a well-funded revenue team: you will build pipeline, run multi-stakeholder deals, and directly shape how the product expands into new accounts and territories. Key Responsibilities Own the full sales cycle for mid-market and enterprise accounts: prospecting, discovery, demos, negotiation, and close Build and manage pipeline through outbound prospecting, inbound follow-up, and partner referrals; maintain 3x+ pipeline coverage against quota Run product demos and technical evaluations alongside solutions engineers, tailoring presentations to buyer use cases Manage complex, multi-stakeholder deals involving procurement, security review, and legal (MSAs, DPAs, SOWs) Forecast accurately in Salesforce with weekly pipeline reviews, clean CRM hygiene, and clear deal-stage documentation Partner with customer success to ensure smooth post-sale handoffs and identify expansion and upsell opportunities Feed product and marketing teams with competitive intel, win/loss insights, and customer feedback from the field What We Are Looking For 3-6 years of quota-carrying B2B SaaS or technology sales experience with consistent attainment Track record of closing mid-market or enterprise deals with ACVs of $50K+, including multi-threaded, 3-9 month sales cycles Proficiency with Salesforce (or similar CRM), outreach/engagement tools (Outreach, Salesloft), and conversation intelligence platforms (Gong) Strong discovery and qualification skills; comfortable with MEDDIC, SPIN, or similar sales methodologies Excellent written and verbal communication, including executive-level presentations and business-case development Bachelor's degree in business, a related field, or equivalent practical experience Bonus: experience selling developer tools, infrastructure, API products, or data platforms; existing book of relationships in the San Diego or West Coast tech ecosystem; experience carrying a net-new logo quota in a startup or scale-up environment