Account Executive (Tech / SaaS)

About The Role The role owns a book of mid-market and enterprise SaaS accounts, driving net-new logo acquisition and expanding existing customer relationships through multi-year renewals and upsell. This seat matters because revenue is the company's growth engine: the AE sits at the center of the sales cycle, working technical buyers (VPs of Engineering, CTOs, Heads of Platform) to position an API-first platform against entrenched legacy vendors. Key Responsibilities Manage the full sales cycle end-to-end: prospecting, discovery, technical demos, procurement, negotiation, and close Build and maintain a qualified pipeline of $2M+ annual quota through outbound prospecting, partner referrals, and inbound conversion Run product demonstrations and solution discussions with technical stakeholders, translating platform capabilities (APIs, integrations, security posture) into business outcomes Forecast weekly with sales leadership using MEDDICC or a similar qualification framework Coordinate with Solutions Engineering and Customer Success to ensure smooth handoffs from closed-won to onboarding and expansion Maintain accurate CRM hygiene and pipeline data in Salesforce, including stage progression, close dates, and next steps Develop account plans for top expansion opportunities, including multi-threading across engineering, security, and finance buyers What We Are Looking For 3-6 years of full-cycle B2B SaaS sales experience with a consistent quota-attainment record Track record of selling to technical buyers; ability to hold credible conversations about APIs, integrations, and security requirements Experience managing $1M+ quotas and $70K+ average deal sizes Strong command of Salesforce, Outreach or similar sales-engagement tooling, and Gong/Chorus for call review Skilled negotiator comfortable with procurement, legal review cycles, and multi-stakeholder closes Clear, concise written and verbal communication; comfortable presenting to VP/C-level audiences Bonus: experience selling developer tools, infrastructure, or API-first products; prior startup experience at Series B-D stage; familiarity with MEDDICC or Challenger methodologies