Principal Mid-Market Account Executive
About The Position
This is a strategic individual contributor role designed for top-performing Mid-Market sellers who operate with enterprise-level rigor inside the Mid-Market segment. As a Principal Mid-Market Account Executive, you are expected to be a business partner to your customers, a strategist within your territory, and a standard-setter within the sales organization. You bring a repeatable, insight-driven approach to winning complex deals, and you elevate those around you through your execution and thinking. You will own a high-value Mid-Market territory and be responsible for driving durable revenue through account strategy, multi-threading, and disciplined deal execution, while also influencing broader sales excellence.
Requirements
- 7–10+ years of quota-carrying SaaS sales experience.
- Sustained track record of top-tier performance (e.g., President’s Club, top 10–20%) in Mid-Market or Commercial segments.
- Demonstrated success closing complex, multi-stakeholder deals with meaningful ACVs.
- Advanced capability in territory strategy, account planning, and pipeline construction.
- High level of forecast accuracy and inspection rigor.
- Expertise in value-based, consultative sales methodologies (SPICED, MEDDICC, Command of the Message, or similar).
- Strong executive presence with the ability to influence VP and C-level stakeholders.
- Proven ability to self-inspect deals and continuously refine approach.
- High ownership, strong business acumen, and disciplined execution.
Nice To Haves
- Experience selling SaaS in HR Tech, Talent Acquisition, or adjacent markets.
- Experience managing platform or multi-product sales motions.
- Exposure to land-and-expand strategies within Mid-Market accounts.
Responsibilities
- End-to-end ownership of a strategic Mid-Market territory with clear coverage, segmentation, and whitespace strategy.
- Delivery of predictable, high-quality revenue across new business and expansion.
- Forecast accuracy at a high confidence level (commit discipline, low variance).
- Elevation of team standards through informal leadership, deal collaboration, and best practice sharing.
- Build and execute a multi-quarter territory strategy grounded in data, ICP alignment, and account prioritization
- Drive pipeline through account-based motions, executive outreach, and strategic prospecting (focused on quality and conversion, not volume alone).
- Lead deep, hypothesis-driven discovery that connects business objectives to measurable outcomes.
- Orchestrate multi-threaded deal cycles, building alignment across HR, TA, Finance, IT, Procurement, and executive sponsors.
- Develop and execute comprehensive deal strategies (stakeholder mapping, competitive positioning, risk mitigation, mutual close plans).
- Deliver executive-level narratives and business cases that quantify ROI and drive urgency.
- Navigate complex procurement, legal, and security processes with control and momentum.
- Identify and create expansion pathways early, positioning for land-and-expand success.
- Maintain exceptional pipeline hygiene, inspection readiness, and CRM discipline
- Partner cross-functionally to increase win rates and deal velocity.
- Act as a thought partner and mentor to peers on deals, discovery, and strategy.
Benefits
- Flexible work scheduling
- Paid time off
- Comprehensive benefits
- Career development opportunities
- Medical coverage
- Dental coverage
- Vision coverage
- Learning & development programs
- Training
- Mentorship
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What This Job Offers
Job Type
Full-time
Career Level
Principal
Education Level
No Education Listed
