What are the responsibilities and job description for the Account Executive (Tech / SaaS) position at Scale.jobs?
About The Role
The role owns the end-to-end sales cycle for an enterprise SaaS platform, managing prospective clients from initial discovery through technical validation to close. This position sits at the intersection of business value and technical execution, requiring deep consultative engagement with mid-market and enterprise stakeholders.
The selected candidate will work closely with solutions engineers, product managers, and customer success teams to align product capabilities with client strategic goals, directly driving annual recurring revenue (ARR) expansion.
Key Responsibilities
The role owns the end-to-end sales cycle for an enterprise SaaS platform, managing prospective clients from initial discovery through technical validation to close. This position sits at the intersection of business value and technical execution, requiring deep consultative engagement with mid-market and enterprise stakeholders.
The selected candidate will work closely with solutions engineers, product managers, and customer success teams to align product capabilities with client strategic goals, directly driving annual recurring revenue (ARR) expansion.
Key Responsibilities
- Manage and close a pipeline of mid-market and enterprise SaaS opportunities within a designated geographic or industry vertical
- Conduct highly technical discovery sessions and product demonstrations to articulate business value to CTOs, CIOs, and engineering leaders
- Collaborate with solutions engineers to scope, design, and run pilot programs and proof-of-concept (POC) evaluations
- Navigate complex procurement, legal, and security review processes to secure multi-year agreements with high-value contracts
- Leverage Salesforce, Outreach, and LinkedIn Sales Navigator to systematically track, forecast, and manage pipeline health and deal velocity
- Provide structured product feedback from the field to product management and engineering to help shape the core technology roadmap
- 3 to 6 years of quota-carrying B2B SaaS sales experience, with a proven track record of meeting or exceeding annual sales targets
- Experience selling complex technical solutions, developer tools, or infrastructure software to technical buyers
- Demonstrated ability to navigate multi-stakeholder enterprise deals and negotiate complex legal and pricing structures
- Excellent communication, presentation, and relationship-building skills, with the ability to translate technical features into tangible business outcomes
- Bachelor's degree in Business, Computer Science, or a related field, or equivalent practical experience
- Bonus: Experience using MEDDPICC or Command of the Message sales methodologies; background in technical account management or customer success before transition to sales