What are the responsibilities and job description for the Account Executive (Tech / SaaS) position at Scale.jobs?
About The Role
The role drives new customer acquisition and revenue expansion within mid-market and enterprise accounts, selling highly technical SaaS and cloud infrastructure platforms. This position sits at the intersection of business strategy and technical implementation, requiring a deep understanding of software architectures, modern development workflows, and buyer personas in engineering and product management.
The Account Executive operates as a strategic advisor to prospects, steering complex, multi-stakeholder sales cycles from initial technical validation through commercial negotiation and close. Working closely with Solution Engineers and Product Teams, this role ensures our platform aligns with the client's long-term business goals and operational metrics.
Key Responsibilities
The role drives new customer acquisition and revenue expansion within mid-market and enterprise accounts, selling highly technical SaaS and cloud infrastructure platforms. This position sits at the intersection of business strategy and technical implementation, requiring a deep understanding of software architectures, modern development workflows, and buyer personas in engineering and product management.
The Account Executive operates as a strategic advisor to prospects, steering complex, multi-stakeholder sales cycles from initial technical validation through commercial negotiation and close. Working closely with Solution Engineers and Product Teams, this role ensures our platform aligns with the client's long-term business goals and operational metrics.
Key Responsibilities
- Manage the full-cycle sales process, targeting engineering, DevOps, and IT leadership to convert prospects into enterprise customers
- Partner with Solution Engineers to deliver technical product demonstrations, scope Proof-of-Concept (PoC) agreements, and address security compliance questionnaires
- Build and execute territory expansion plans, maintaining a healthy and predictable multi-quarter sales pipeline within Salesforce
- Navigate complex procurement, legal, and security review processes, negotiating pricing and enterprise agreement structures to close deals valued at $50k-$250k ARR
- Collaborate with Customer Success teams post-sale to ensure seamless onboarding, user adoption, and structured expansion within accounts
- Provide structured product feedback and market intelligence back to Product and Engineering teams to influence the platform roadmap
- 3-6 years of quota-carrying sales experience selling B2B SaaS, developer tools, or cloud infrastructure platforms
- Proven track record of meeting or exceeding an annual quota of $1M ARR, with experience managing 3-6 month sales cycles
- Familiarity with modern software development practices, cloud architectures (AWS/GCP), and enterprise security compliance standards (SOC 2, GDPR)
- Strong proficiency with sales acceleration and CRM tools, including Salesforce, Outreach, Gong, and LinkedIn Sales Navigator
- Bachelor's degree in Business, Computer Science, or a related field, or equivalent practical industry experience
- Bonus: Experience selling directly to Technical Buyer personas (CTOs, VPs of Engineering, CISOs) or prior experience at a high-growth VC-backed startup
Salary : $50,000 - $250,000