Mid Market Account Executive

Openprise•Foster City, CA

2d•$160,000 - $200,000•Hybrid

About The Position

Openprise is seeking an experienced and motivated Mid-Market Account Executive to drive new logo growth within a defined territory and named account portfolio. This role is ideal for a high-energy, disciplined seller with a proven track record of hunting, creating pipeline, and closing complex B2B software opportunities. The Mid-Market AE will own the full sales cycle, from prospecting and discovery through evaluation, negotiation, and close. You will work directly with inbound leads, execute a focused outbound motion in partnership with SDR resources, and engage multiple stakeholders across revenue, marketing, sales, and operations teams. The ideal candidate is comfortable navigating a fast-paced environment, running a strong sales process, and translating business and operational challenges into a clear value-based Openprise solution. This is not a remote position. This role is based in San Mateo, CA. Qualified candidates must be able to commute to our office at least twice per week.

Requirements

5+ years of quota-carrying B2B software sales experience, with a strong focus on new logo acquisition.
Proven track record of success selling into Mid-Market accounts in a fast-paced, evolving environment.
Demonstrated ability to prospect, create pipeline, and close business in partnership with SDRs, agency partners, and cross-functional teams.
Experience managing a named account territory and building coordinated outbound strategies.
Comfortable selling to Directors, VPs, and executive-level stakeholders across revenue, marketing, sales, and operations functions.
Strong experience running full sales cycles, including qualification, discovery, solution alignment, negotiation, and close.
Ability to communicate complex concepts clearly and persuasively in both technical and business terms.
Experience in startup or growth-stage environments where adaptability and execution matter.
Strong forecasting, pipeline management, and deal inspection discipline.
Excellent communication, presentation, and relationship-building skills.
Self-motivated, proactive, and highly accountable.
Able to thrive in a hybrid, high-expectation environment.

Nice To Haves

Experience selling SaaS, GTM technology, RevOps technology, MarTech, data management, workflow automation, or AI/automation platforms is a plus.
Familiarity with revenue operations, sales operations, marketing operations, or GTM systems and buying motions is a plus.
Experience selling solutions that require multithreading across operational and executive stakeholders is a plus.

Responsibilities

Meet and exceed quarterly and annual sales targets for new logo acquisition.
Own and execute a territory plan across a defined Mid-Market account set.
Generate and advance pipeline through a mix of outbound prospecting, marketing-generated demand, and partner-driven opportunities.
Manage the full sales cycle from prospecting through closed revenue.
Methodically qualify, build, and manage an accurate pipeline within Salesforce.
Provide timely, accurate forecasts and maintain clear visibility into deal progression and revenue expectations.
Partner closely with SDR resources to coordinate account-based prospecting efforts, including phone outreach, InMails, and bespoke email strategies.
Respond quickly and effectively to high-intent inbound opportunities such as demo requests and other direct hand-raisers.
Conduct strong discovery to understand customer pain points, GTM challenges, current-state processes, and business priorities.
Translate customer needs into a compelling, value-driven positioning of the Openprise platform.
Work closely with Solutions Engineering to align technical capabilities with business outcomes and support solution design.
Lead product demonstrations and executive presentations that clearly communicate Openprise value.
Build relationships with multiple stakeholders, including RevOps, Marketing Ops, Sales Ops, GTM Systems, and executive decision-makers.
Maintain strong sales process discipline, opportunity hygiene, and inspection readiness.
Contribute to sales best practices, messaging development, and playbooks as the Mid-Market motion continues to evolve.