Mid-Market Account Executive – Cloud Software Sales

Motorola Solutions•Chicago, ID

7d•$100,000 - $110,000

About The Position

Motorola Solutions is seeking a Mid-Market Account Executive to join its Resiliency and Security team, which provides an organizational resilience ecosystem combining proactive risk assessment and business continuity planning with mass notification and emergency response tools. This is a new-logo acquisition role focused on hunting and closing business with mid-sized organizations, particularly hospital systems and utility companies. The position reports to the Regional Sales Manager and involves disrupting established approaches and promoting a unified digital safety ecosystem in place of manual or legacy processes. The role involves building a territory pipeline from scratch, qualifying and managing deals using MEDDPICC, and forecasting revenue with accountability and deal control. Candidates can live anywhere in the United States and must travel more than 60% of the time. The target base salary range is $100,000–$110,000 USD; actual compensation depends on job-related knowledge, skills, and experience.

Requirements

Bachelor’s degree and at least 4 years of sales experience, or at least 6 years of sales experience.
Ability to travel more than 60% of the time, as stated in the location and travel requirements.
Ability to build pipeline and pursue new-logo business in mid-market organizations.

Nice To Haves

Proven track record managing and closing five-figure and low six-figure ARR deals.
Expert-level mastery of the MEDDPICC qualification framework and experience qualifying and closing sales cycles of 6 to 12 months.
Skill in translating technical pain into quantified business value for Economic Buyers.
Executive presence and ability to engage hospital department heads and administrators.
Coachability, openness to feedback, and adaptability in applying it.
High ownership and ability to cold-start a territory, displace entrenched competitors, or overcome legacy workflows and manual processes.

Responsibilities

Execute a high-velocity territory plan and build and maintain a consistent pipeline from scratch.
Identify and test prospective Champions to determine whether they have the influence and access to the Economic Buyer needed to advance deals.
Maintain a pipeline of three to four times target through high-volume top-of-funnel activity, strategic outreach, and territory business reviews.
Own the sales funnel and provide accurate monthly, quarterly, and annual revenue forecasts through proactive deal management.
Conduct targeted discovery to uncover and quantify the business impact of inaction associated with manual or legacy workflows.
Prospect and close new business within mid-sized organizations, focusing on mid-market hospital systems and utility verticals.
Complete the first-90-day objectives: master the SaaS suite and MEDDPICC framework, develop a territory prospect list, initiate strategic outbound and discovery, build a qualified pipeline, and obtain validation of business pain from prospective organizations.