Mid-Market Account Executive

StartupTAP•Los Angeles, CA

4d•$230,000 - $270,000•Remote

About The Position

This person will drive new-logo growth across Guava’s mid-market segment, owning the full sales cycle from prospecting through close while building a strong, consistent pipeline across the company’s core verticals. This is a high-autonomy hunting role for someone who thrives in a faster sales motion and is comfortable selling a technical product to both technical and business stakeholders, often within the same sales cycle.

Requirements

5+ years of B2B SaaS or technology sales experience with a consistent record of meeting or exceeding quota on net-new business.
Proven full-cycle sales experience, including independently generating pipeline and taking opportunities from prospecting through close.
Strong outbound orientation and comfort building business rather than relying primarily on inbound opportunities.
Experience selling to both technical and business stakeholders, sometimes within the same sales process.
Familiarity with mid-market sales motions involving faster cycles, fewer stakeholders, and strong value-based selling.
Strong written and verbal communication skills with the ability to lead effective discovery, demos, and follow-up.
Highly organized, coachable, and energized by performing in a fast-moving environment.
Must be based in the US.

Nice To Haves

Experience selling AI, voice, communications technology, or other technical products.
Experience selling into healthcare, financial services, insurance, BPOs, or technology companies.
Familiarity with compliance-driven buying environments involving SOC 2, HITRUST, PCI, or HIPAA.
Early or growth-stage startup experience helping define or build a sales motion.
Experience partnering closely with Solutions Engineering, Forward Deployed Engineering, or technical presales teams.

Responsibilities

Own outbound prospecting and pipeline generation across mid-market accounts, building your own book of business.
Identify and engage key decision-makers across technical, operational, and executive functions.
Develop opportunities across Guava’s core verticals, including healthcare, banking, insurance, BPOs, and tech-native companies.
Partner with marketing and SDR resources to convert inbound interest into qualified mid-market opportunities.
Run full-cycle sales processes from initial outreach and discovery through negotiation and signed contract.
Lead discovery, solution positioning, and value-based conversations with technical buyers such as Engineering Leaders and CTOs, as well as business buyers including VPs of Operations, COOs, and CROs.
Partner closely with Solutions Engineering and Forward Deployed Engineering teams throughout technical evaluations and demos.
Handle objections, negotiate terms, and drive opportunities to close with urgency.
Maintain disciplined pipeline management, forecasting, and CRM hygiene.
Develop strong knowledge of Guava’s target industries and the broader voice AI landscape, bringing prospect and market feedback directly to leadership.