Mid-Market Account Executive

UpSmith•Dallas, TX

2d•Onsite

About The Position

Join an early-stage AI company and help build the sales organization that scales it. UpSmith is building AI for the skilled trades — helping HVAC, plumbing, electrical, and other home-services businesses find and capture revenue already sitting inside their business. We're entering the next stage of growth, and we're building the sales team that will take us there. We're looking for Account Executives who want more than a book of leads and a quota. You'll own deals from first conversation through close, work directly with business owners and executives, help shape how we go to market, and have a direct impact on how the UpSmith sales organization is built. This is an opportunity to join early, sell a product with a clear financial impact, and grow alongside the company as we scale.

Requirements

A track record of successfully selling B2B products or software
Experience owning a sales cycle from discovery through close
Comfortable selling directly to business owners and executives
Ability to run discovery without turning it into a checklist
Understand how to connect operational problems to financial outcomes
Comfortable discussing ROI and building a business case
Ability to prospect and don't believe pipeline creation is someone else's job
Comfortable operating in an environment where the playbook is still evolving
Desire for feedback and ability to improve quickly from it
Competitive without needing to be managed through fear
Organized and disciplined about pipeline and forecasting
Takes ownership when deals stall instead of blaming the prospect

Nice To Haves

Experience selling SaaS, AI, ServiceTitan-related technology, home-services software, or products to SMB and mid-market owner-operators

Responsibilities

Own the sales process from qualified opportunity through closed-won
Build additional pipeline through strategic self-sourced prospecting and account development
Run discovery conversations with owners, executives, and senior operators
Understand each prospect's business model, priorities, challenges, and financial drivers
Identify and quantify the revenue opportunity UpSmith can address
Deliver compelling product demonstrations tied to the prospect's specific business
Build business cases around measurable ROI
Navigate multiple stakeholders throughout the buying process
Handle objections around AI, technology, implementation, pricing, and change
Develop champions inside prospective accounts
Create urgency without relying on artificial pressure
Manage negotiations and commercial conversations
Maintain accurate pipeline, forecasting, and next steps
Work closely with SDRs to improve targeting, qualification, and handoffs
Bring market feedback back to Product, Marketing, and leadership
Consistently hit and exceed revenue targets