Mid Market Account Executive

Thoropass

3d • $105 - $150 • Hybrid

About The Position

Thoropass is hiring a Mid-Market Account Executive who excels in building pipeline, running disciplined discovery, and managing complex, multi-stakeholder sales cycles with rigor.

Thoropass sells mission-critical security and compliance solutions to growth-stage and mid-market companies. Our buyers include CFOs, CTOs, Heads of Security, and executive leadership teams. These are thoughtful, risk-aware buyers who expect clarity, structure, and strong business cases. This is not a transactional closing role. Winning requires structured qualification, strong executive presence, and the ability to guide prospects through technical, financial, and operational evaluation.

You will be responsible for driving predictable revenue through self-generated pipeline, disciplined deal management, and accurate forecasting across 6-week to 6-month sales cycles.

Requirements

• 5+ years total of SaaS sales experience
• Proven history of self-sourced pipeline
• Experience selling into CFO, Security, IT, or technical buyers
• Demonstrated use of formal qualification frameworks
• Strong written communication and deal follow-up discipline
• Experience managing complex, multi-stakeholder sales cycles

Nice To Haves

• Compliance, cybersecurity, or GRC experience
• Experience scaling within a growth-stage SaaS company
• Experience in forecast-driven sales organizations

Responsibilities

• Pipeline Generation
• Build and maintain sufficient pipeline coverage (3–5x quota)
• Self-source 40–60% of pipeline through strategic outbound
• Leverage event-based triggers (fundraising, enterprise deals, regulatory deadlines)
• Partner with SDR and marketing to maximize inbound conversion
• Deal Qualification & Forecasting
• Run disciplined discovery using MEDDPICC (or similar)
• Maintain accurate forecast calls with clear commit criteria
• Identify economic buyers and champions early
• Proactively mitigate slippage and risk
• Deal Control & Multi-Threading
• Manage complex buying committees across Security, Finance, and Executive stakeholders
• Drive Mutual Action Plans for late-stage opportunities
• Establish compelling events and timeline accountability
• Maintain rigorous CRM hygiene and documentation
• Revenue Contribution
• Close five- and six-figure ARR deals
• Improve stage-to-stage conversion metrics
• Contribute to scalable sales process improvements

Benefits

• The salary range for this position is $105-150k base + bonus + equity
• Exceptional health, dental, and vision care
• Early equity in a fast-growing company
• Hybrid work-from-home model (or remote)
• Unlimited PTO

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed