Account Executive, Midmarket

Accountabilities: Manage the full sales cycle: Prospect, conduct discovery, deliver product demonstrations, develop business cases, negotiate, and close new multi-location accounts. Generate and develop pipeline: Build opportunities among automotive repair groups with 4–10 locations through outbound outreach, events, and marketing programs. Collaborate with SMB Account Executives and BDRs on accounts moving into the midmarket segment. Engage multiple stakeholders: Build relationships across owners, operations directors, marketing managers, and finance teams, aligning decision-makers around the value and timing of a purchase. Demonstrate measurable business impact: Connect the platform's capabilities to key operational and financial metrics, including car count, average repair order, customer retention, and performance across individual locations. Help develop the midmarket sales playbook: Contribute to defining the ideal customer profile, discovery framework, ROI model, and mutual action plans. Document successful approaches to support future team growth. Collaborate across teams: Partner with Customer Success on multi-location implementations and account expansion, while sharing customer feedback and market insights with Marketing and Product. Maintain accurate forecasting: Keep HubSpot records and pipeline data up to date, maintain strong deal control, and provide reliable sales forecasts. Requirements At least 3 years of full-cycle, quota-carrying B2B SaaS sales experience, with a demonstrated record of exceeding sales targets. Experience closing complex, multi-stakeholder deals and developing compelling business cases that secure purchasing approval. Strong discovery and consultative selling skills, with the ability to understand customer needs before recommending solutions. Proven ability to independently generate and develop a sales pipeline through outbound prospecting. Strong forecasting discipline, pipeline management, and control of the sales process. A builder mentality, with the initiative to establish processes, solve problems, and move work forward in an evolving sales environment. Clear, direct, and practical communication skills, with the ability to build trust and credibility with business owners. Preferred experience: Selling to multi-location businesses in industries such as automotive, home services, dental, veterinary, or franchising. Additional advantages: Experience with automotive aftermarket solutions or shop management software; experience as an early sales representative in a new segment or territory; and familiarity with HubSpot and Nooks. Benefits Compensation: $85,000 base salary and $180,000 on-target earnings (OTE). Equity package. Medical, dental, and vision insurance available within 30 days, with medical insurance premiums fully paid by the employer. Flexible paid time off, with a minimum of 15 days. Generous parental leave. Flexible Spending Account (FSA) and Health Savings Account (HSA) options. 401(k) retirement plan. Learning and professional development stipend. Work-from-home equipment. Opportunity to work with modern technology in an evolving industry. Collaborative, high-ownership working environment. Opportunities for career development and growth.