Mid Market Account Executive

Sorenson Communications•Salt Lake City, UT

17h

About The Position

The Mid-Market Account Executive drives net-new customer acquisition. This is a pure new-business role focused on outbound prospecting and closing net-new mid-market customers, with success measured by pipeline creation, deal velocity, and closed-won revenue. Responsibilities may include owning the full sales cycle from prospecting through close, engaging decision-makers through outbound calls, email, social selling, and virtual meetings, and consistently meeting or exceeding revenue targets.

Requirements

3 years B2B sales experience, with at least 2+ years in a hunter or new-logo role and proven success selling to mid-market customers (typically 100–1,000 employees) with a consistent history of meeting or exceeding quota
Strong outbound prospecting and pipeline generation skills
Experience managing a full sales cycle in a competitive environment
Proficiency with CRM tools (Salesforce or equivalent)
Hunter mindset with strong self-motivation and resilience
Excellent communication, negotiation, and storytelling skills
Ability to articulate ROI and business value
Strong time management and prioritization skills
Data-driven approach to pipeline and forecasting

Nice To Haves

Experience selling SaaS, technology, or enterprise solutions
Familiarity with MEDDICC, Challenger, SPIN, or similar sales methodologies
Background selling into technical, regulated or multi-stakeholder environments

Responsibilities

Own the full sales cycle from prospecting to close for mid-market accounts
Identify, target, and engage decision-makers through outbound calls, email, social selling, and events
Build and maintain a strong pipeline of qualified opportunities
Close net-new customers while meeting or exceeding quarterly and annual revenue targets
Conduct discovery calls to uncover customer pain points and business needs
Position solutions effectively against competitive alternatives
Deliver compelling product demonstrations and value-based proposals
Negotiate pricing, terms, and contracts in line with company guidelines
Develop and execute a territory plan aligned with ideal customer profiles
Prioritize accounts based on revenue potential and likelihood to close
Maintain accurate forecasting and pipeline reporting in CRM
Partner with Sales Development, Marketing, Solutions Engineering, and Customer Success
Provide market feedback to product and leadership teams
Ensure smooth handoff of closed deals to onboarding and customer success
Other duties as assigned