Account Executive, Mid-Market

Responsibilities

• Own the full sales cycle for mid-market opportunities, from account planning and prospecting through close and handoff to implementation. 

• Build and manage a qualified pipeline through outbound prospecting, inbound leads, referrals, partner introductions and cross-sell opportunities. 

• Develop account plans for established regional groups, franchise organizations and multi-unit operators. 

• Lead discovery with executive, finance, operations and HR stakeholders to identify business challenges, buying requirements and desired outcomes. 

• Deliver tailored demonstrations and business cases that connect R365 solutions to measurable operational and financial value. 

• Navigate multi-stakeholder buying processes, build consensus, manage mutual action plans, negotiate within approved guidelines and close new business against quota. 

• Identify and develop expansion opportunities within existing R365 customers. 

• Maintain accurate Salesforce and Gong records, including opportunity strategy, next steps, close plans and revenue forecasts. 

• Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success and Revenue Operations to advance opportunities and ensure customer readiness. 

• Engage sales leadership for guidance on complex deal strategy, pricing and executive alignment while keeping ownership of the opportunity. 

• Guide other sellers within their domain by sharing deal approaches, discovery techniques and business case examples. 

• Find opportunities to automate and improve how work gets done across your role with approved AI and other tools, choosing the right tool for each task, refining your prompts, and reviewing outputs for quality and time saved. 

Qualifications and Experience

• 3-5 years of full-cycle B2B SaaS sales experience, with a track record of closing deals in the 60,000 –200,000 ACV Range.  

• A consistent record of quota attainment (e.g., consistently achieving 100%+ of a 600,000- 1,000,000+ annual quota) in full-cycle B2B sales, with experience selling SaaS or technology solutions to mid-market restaurant groups, franchise organizations, multi-unit operators or similarly complex mid-market businesses. 

• Proven ability to manage complex, multi-stakeholder sales cycles with several active opportunities, business cases and executive decision makers. 

• Strong prospecting, discovery, presentation, objection-handling, negotiation and closing skills. 

• Ability to build credibility with business owners, operators, finance leaders and executive sponsors. 

• Proficiency with Salesforce or a comparable CRM, with strong discipline around pipeline hygiene and forecast accuracy. 

• Effective written and verbal communication, including the ability to explain complex concepts clearly.