Mid-Market Account Executive
About The Position
Standard Template Labs is an early-stage, AI-native startup rebuilding Service and Configuration Management from the ground up. Enterprises have spent years — and enormous budgets — on service management platforms that take forever to stand up, grow more tangled with every add-on, and treat AI as something you bolt on later. We've built the opposite: a system that's AI-native at its core, with graph-based architecture and design people actually want to use. We've raised $49M from top-tier venture funds and high-profile angel investors who've built and led in this industry, and we're out to replace the tools enterprises tolerate with one they'll choose. We're hiring Mid-Market Account Executives to win and grow customers across the mid-market. This is a hands-on, full-cycle sales role: you'll own everything from first outreach through close, selling our AI-native service management platform to IT and service leaders (IT Directors, Service Managers, and senior IT leaders) at mid-sized organizations (roughly 2,000–10,000 employees). As an early go-to-market hire, you'll help define what mid-market selling looks like here from day one.
Requirements
- 4–7 years in sales, including 2+ years of full-cycle closing in B2B SaaS, with a consistent track record of closing new logos.
- Comfortable generating your own pipeline and closing net-new business, not just expanding existing accounts.
- Strong discovery and deal-management instincts; you can keep multi-stakeholder deals moving.
- Comfort working in a fast-paced startup environment with end-to-end ownership.
Nice To Haves
- Experience selling into IT or service management buyers (or adjacent operational software) a plus.
Responsibilities
- Own the full new-business sales cycle: prospecting, discovery, evaluation, negotiation, and close.
- Generate much of your own pipeline through proactive outbound rather than relying on inbound alone.
- Run full-cycle deals across IT and service stakeholders, keeping momentum through evaluation and close.
- Sell the AI-native difference credibly, helping buyers see how STLabs transforms their service operations rather than just replacing a tool.
- Partner with the CEO, engineers, and product managers to shape the story, feed the roadmap, and refine our positioning.
- Forecast accurately and keep the CRM current.
Benefits
- Competitive compensation, equity, and benefits package.
- Aggressive accelerators for overachievement.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
