Mid Market Account Executive
Bravado
*This post was created on behalf of one of Bravado’s clients.
Our client is a fintech startup is transforming how accounting teams close their books by leveraging generative AI to automate repetitive, time-consuming tasks. Their solution accelerates the month-end close process while significantly reducing operational costs. Backed by a $28M Series A led by Menlo Ventures, the company has quadrupled its revenue over the past year and serves high-profile customers including Brex, OpenAI, and Wealthfront.
Location: San Francisco Bay, California and New York
Key Responsibilities
- Own the end-to-end sales process—from lead qualification to discovery, demo, proposal, negotiation, and closing.
- Focus on acquiring and expanding accounts typically ranging from 100 to 1,000 employees, with deal sizes that are larger and more complex than SMB but not enterprise-level.
- Consistently build a strong pipeline through outbound prospecting, inbound lead follow-up, and partner/channel referrals.
- Customize product demonstrations that align with the prospect's business needs, goals, and challenges.
- Develop a deep understanding of the customer's business problems and position the solution as a strategic fit.
- Work cross-functionally with SDRs, Sales Engineers, Marketing, Product, and Customer Success to ensure a smooth sales process and customer handoff.
- Maintain clean CRM records (e.g., Salesforce) and provide regular, accurate forecasts to sales leadership.
- Lead contract negotiations that balance customer satisfaction with business objectives, ensuring mutual value.
- Consistently hit or surpass monthly/quarterly revenue and activity targets.
- Recognize opportunities to grow existing accounts through upsells, cross-sells, or multi-team rollouts.
Minimum Qualifications
- 3–5+ years of B2B sales experience, with at least 1–2 years selling into mid-market accounts.
- Demonstrated ability to consistently meet or exceed sales targets in a similar role.
- Excellent verbal and written communication, with the ability to tailor messaging to multiple stakeholders.
- Experience using Salesforce, HubSpot, or similar platforms for pipeline management, forecasting, and reporting.
- Working knowledge of sales frameworks like MEDDIC, SPIN, Challenger, or Sandler.
- Comfort navigating multi-stakeholder deals with longer cycles and higher average contract values (ACVs).
- Ability to understand and communicate technical products or SaaS solutions, even without an engineering background.
- Strong work ethic, proactive attitude, and ability to thrive in a fast-paced, target-driven environment.
- Team-oriented with a willingness to work cross-functionally with SDRs, CSMs, and Product teams.
- Degree in Business, Marketing, or a related field is preferred but not always required with strong performance history.
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