What are the responsibilities and job description for the Account Executive (Tech / SaaS) position at Scale.jobs?
About The Role
The role drives pipeline generation, negotiation, and closing of complex mid-market and enterprise-level SaaS deals within a high-velocity, technical sales organization. This position serves as the primary strategic advisor to prospect executive stakeholders, demonstrating how automated software solutions solve critical workflow inefficiencies.
This position collaborates closely with Solution Architects, Product Managers, and Customer Success managers to transition newly acquired customers and align product capabilities with client business objectives. It offers an opportunity to operate with high autonomy while managing a structured, consultative sales cycle with high-value technical stakeholders.
Key Responsibilities
The role drives pipeline generation, negotiation, and closing of complex mid-market and enterprise-level SaaS deals within a high-velocity, technical sales organization. This position serves as the primary strategic advisor to prospect executive stakeholders, demonstrating how automated software solutions solve critical workflow inefficiencies.
This position collaborates closely with Solution Architects, Product Managers, and Customer Success managers to transition newly acquired customers and align product capabilities with client business objectives. It offers an opportunity to operate with high autonomy while managing a structured, consultative sales cycle with high-value technical stakeholders.
Key Responsibilities
- Manage the complete software sales lifecycle from initial discovery and qualifying leads to demonstrating product value and closing contracts
- Identify, map, and engage key decision-makers including CTOs, CIOs, and VP-level engineering leadership within target mid-market accounts
- Deliver highly technical, value-focused product demonstrations tailored to prospects' specific operational pain points and integration requirements
- Collaborate with solution engineers to construct detailed proofs-of-concept (PoCs) that validate technical capability and business ROI
- Maintain high CRM hygiene by tracking daily sales activities, forecasting accuracy, and pipeline stages within Salesforce
- Negotiate commercial terms, redlines, and service-level agreements (SLAs) in partnership with legal and procurement departments
- 3–6 years of quota-carrying sales experience in B2B SaaS, with a proven track record of meeting or exceeding ARR targets
- Experience managing complex, multi-stakeholder sales cycles with an average deal size of $50k ARR
- Proficiency with modern outbound sales tech stacks, including Salesforce, Outreach.io, ZoomInfo, and LinkedIn Sales Navigator
- Strong technical aptitude with the ability to articulate complex software architectures, APIs, and cloud-native concepts to non-technical buyers
- Bachelor's degree in Business, Marketing, Computer Science, or equivalent practical experience
- Bonus: Prior experience selling developer tools, cloud infrastructure, or data integration platforms, and familiarity with MEDDPICC methodology
Salary : $50,000