Mid Market Account Executive - Remote

Job Summary
The Mid-Market Account Executive drives net-new customer acquisition. This is a pure new-business role focused on outbound prospecting and closing net-new mid-market customers, with success measured by pipeline creation, deal velocity, and closed-won revenue. Responsibilities may include owning the full sales cycle from prospecting through close, engaging decision-makers through outbound calls, email, social selling, and virtual meetings, and consistently meeting or exceeding revenue targets.

Responsibilities

New Business Development

Own the full sales cycle from prospecting to close for mid-market accounts

Identify, target, and engage decision-makers through outbound calls, email, social selling, and events

Build and maintain a strong pipeline of qualified opportunities

Close net-new customers while meeting or exceeding quarterly and annual revenue targets

Sales Execution

Conduct discovery calls to uncover customer pain points and business needs

Position solutions effectively against competitive alternatives

Deliver compelling product demonstrations and value-based proposals

Negotiate pricing, terms, and contracts in line with company guidelines

Territory & Account Strategy

Develop and execute a territory plan aligned with ideal customer profiles

Prioritize accounts based on revenue potential and likelihood to close

Maintain accurate forecasting and pipeline reporting in CRM

Cross-Functional Collaboration

Partner with Sales Development, Marketing, Solutions Engineering, and Customer Success

Provide market feedback to product and leadership teams

Ensure smooth handoff of closed deals to onboarding and customer success

Travel Requirements
25-50% travel.

Education
Preferred: 4 Year/Bachelor’s Degree.

Experience
Minimum 3 years B2B sales experience, with at least 2+ years in a hunter or new-logo role and proven success selling to mid-market customers (typically 100–1,000 employees) with a consistent history of meeting or exceeding quota.

Knowledge, Skills, And Abilities

Strong outbound prospecting and pipeline generation skills

Experience managing a full sales cycle in a competitive environment

Proficiency with CRM tools (Salesforce or equivalent)

Hunter mindset with strong self-motivation and resilience

Excellent communication, negotiation, and storytelling skills

Ability to articulate ROI and business value

Strong time management and prioritization skills

Data-driven approach to pipeline and forecasting

Preferred:

Experience selling SaaS, technology, or enterprise solutions

Familiarity with MEDDICC, Challenger, SPIN, or similar sales methodologies

Background selling into technical, regulated or multi-stakeholder environments

Working Conditions And Physical Requirements

Ability to sit and/or stand at a desk and work with a computer for extended periods of time.

Dexterity of hands and fingers to operate a computer keyboard, mouse, tools, and to handle other computer components.

Regular and predictable attendance required.

Disclaimer
This position has access to highly confidential, sensitive information relating to the employees, customers, and technologies of Sorenson Communications. It is essential that applicant possess the requisite integrity to maintain the information in strictest confidence.

Equal Employment Opportunity
Sorenson Communications is an EOE, Disability/Age Employer.

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