Mid-Market Account Executive

LearnUpon•Salt Lake City, UT

11d•Hybrid

About The Position

LearnUpon partners with over 1,600 organisations globally to unlock the potential of employees, customers & members through learning that’s easy, scalable and focused on results. The Sales team is evolving in response to strong demand for LearnUpon's platform and our newly launched Agentic Learning Platform (ALP). To support this momentum, we are hiring an Corporate Account Executive who loves to win, operates with high integrity, thrives in a collaborative environment, and brings exceptional organizational skills. In this role, you will drive revenue growth through a strategic mix of winning net-new logos (via inbound leads and self-generated prospecting) and expanding existing customer relationships alongside our Customer Success team. Supported by an AI-first sales operations environment—our Account Executives are empowered to maximize efficiency, consult with key decision-makers, and consistently exceed their targets. As a Mid Market Account Executive reporting to the Sales Manager, you will serve as a key catalyst for LearnUpon's revenue growth across the Mid Market segment (companies with 251-1,000 employees). Operating within an evolving, AI-empowered environment, you will manage complex evaluations and sell both our platform and the vision of AI-driven learning. You will guide multi-threaded buying committees through LearnUpon's proprietary Value Based Selling methodology—from initial discovery and value mapping to final executive alignment and deal execution.

Requirements

4+ years of B2B SaaS sales experience, including a track record of closing larger average deal sizes and navigating complex sales cycles.
Proven ability to multi-thread complex deals across diverse buying committees and decision-makers (from Champions to C-level leadership).
Demonstrated experience partnering effectively with dedicated Business Development Reps (BDRs) to build outbound territory strategies and qualified pipeline.
Experience or strong familiarity with AI tools (such as Gemini, Claude, or ChatGPT) and a rapid adaptability to learn new AI-driven sales workflows.
Proven track record in executing consultative, value-based selling techniques and managing full-cycle sales.
High proficiency in pipeline forecasting, opportunity hygiene, and modern tech stacks (Salesforce, ZoomInfo, LinkedIn Sales Navigator, Gong).
Exceptional written, verbal, and presentation skills with an ability to communicate effectively with senior executive stakeholders.
High coachability, curiosity, and comfort working in an evolving product landscape where innovation and technology move quickly.

Nice To Haves

Direct experience selling in the elearning, Learning Management System (LMS), or HR Tech spaces.
Familiarity with structured Value Based Selling frameworks, Mutual Action Plans (MAPs), or MEDDPICC.
Experience navigating sales across Central or Western US geographic territories.
Bachelor's degree in Business, Communications, Technology, or a related field.

Responsibilities

Managing complex, multi-threaded sales cycles for Mid Market prospects (251-1,000 employees), closing inbound opportunities from the West and Central US regions while driving targeted outbound campaigns into dedicated territory states.
Partnering closely with a dedicated Business Development Representative (BDR) to co-develop and execute strategic territory plans that drive qualified pipeline.
Executing LearnUpon's Value Based Selling methodology across key pipeline milestones: Value Discovery, Value Mapping, Solution Demos, and Finalist negotiation using Mutual Action Plans (MAPs).
Partnering with our internal AI Operations resources and utilizing AI tools (e.g., Gemini, Claude etc.) to streamline research, account planning, and day-to-day workflow efficiency.
Conducting outbound territory mapping and account strategy using ZoomInfo, LinkedIn Sales Navigator, and Gong to generate high-value sales qualified leads (SQLs).
Delivering engaging, high-impact platform presentations and tailored product demonstrations via Zoom that convey the transformational value of our Agentic Learning Platform to multi-stakeholder evaluations.
Maintaining precise pipeline hygiene, multi-stage opportunity mapping, and forecasting discipline within Salesforce across all sales stages (Stage 0 through Stage 6).
Collaborating cross-functionally with Pre-Sales, Customer Success, and the Implementation team to progress opportunities and secure long-term client partnerships.