Mid-Market Account Executive
Posted Updated
Description
- Reporting to the Sales Director, the Mid-Market Account Executive will own the full sales cycle for new business across the Payments, e-Commerce, Financial Services, and Technology sectors.
- You will build relationships with key stakeholders, uncover business needs, and position Trulioo’s solutions across customer onboarding, identity verification, continuous monitoring, risk management, and fraud prevention
- This role is expected to leverage AI and emerging technologies to improve productivity, enhance decision-making, and continuously optimize how work is performed
- Build and maintain a strong sales pipeline through targeted outbound prospecting, inbound lead conversion, and strategic customer engagement
- Generate at least $400,000 in new pipeline each quarter through self-sourced opportunities and the progression of qualified inbound leads
- Manage opportunities through the full sales cycle with discipline and professionalism, balancing near-term conversion with longer-term growth opportunities
- Maintain a rolling pipeline of at least four times your quota to support consistent performance
- Lead engaging product demonstrations tailored to the needs and use cases of qualified prospects
- Maintain accurate and timely Salesforce records to support reliable forecasting and pipeline visibility
- Drive an efficient sales process, targeting an average sales cycle of 90 days or less
- Leverage AI to increase capacity, improve productivity, and enhance sales effectiveness
- A self-motivated, detail-oriented approach and a strong drive to achieve ambitious goals
- Experience managing deal sizes ranging from $20,000 to $100,000+ and a portfolio of 20+ active opportunities at a time
- Strong relationship-building and interpersonal skills, along with the ability to use AI confidently and responsibly
- Exceptional verbal and written communication skills, with the ability to clearly articulate technical product specifications and value propositions
- Relevant industry experience in identity, fraud, compliance, or financial services is an asset
- Proven success building, progressing, and closing pipeline through proactive prospecting and a disciplined sales process; experience with MEDDPICC is an asset
- 3+ years of B2B experience in a software Account Executive role focused on new business acquisition
- Strong business and technical aptitude, with a demonstrated ability to learn new technologies quickly
- Familiarity with sales tools such as Salesforce, Salesloft, Clay, Gong, LinkedIn Sales Navigator, ChatGPT, and Claude
- A demonstrated track record of meeting or exceeding quota
- Recruiter Interview: 30 minutes
- Hiring Manager Interview: 45-60 minutes
- Panel/Assignment/Presentation: 60 minutes