Account Executive (Senior Mid Market or Mid Market)

Applause

2d•Remote

About The Position

The Mid Market AE will sell our software to small and medium-sized businesses. They will source new customers through outbound efforts and through attending industry trade shows, and they will work on upselling existing clients.

Requirements

2+ years of B2B software sales experience. A bonus if a candidate has experience in the field services space (pest control, lawn care, HVAC, or other home services industries).
Demonstrated ability to manage sales cycles, negotiate contracts, and close deals. Proven track record of consistently meeting or exceeding sales quotas.
Exceptional verbal and written communication skills with the ability to articulate value propositions and build trust with senior decision-makers.
Ability to thrive in a fast-paced, high-growth startup environment, with a willingness to take ownership and adapt to evolving strategies.
Bachelor’s degree in Business, Marketing, or related field (preferred but not required)
Experience with the following sales tools: Hubspot, Apollo, LinkedIn, Etc (preferred but not required)

Nice To Haves

Experience selling to SMB technical service providers
Startup or high-growth company experience
History of exceeding quota in a prospecting-focused role

Responsibilities

Account Management: Own and manage a portfolio of accounts, including identifying growth opportunities, expanding existing customer ARR, and ensuring client success.
Business Development: Conduct outbound calls and emails to generate new business, and proactively identify opportunities to close net new customers. Manage the full sales cycle from initial contact to close.
Sales skills: Conduct comprehensive discovery calls to understand prospect needs and pain points. Deliver compelling product demonstrations and presentations.
Sales Strategy: Collaborate with Sales Development Representatives (SDRs) and Marketing to follow up on leads for pest control, lawn care, and HVAC companies.
Trade Show Engagement: Attend relevant trade shows and industry events to network, generate leads, and build lasting relationships with potential customers. This will require travel around 2-4 times per quarter.
Consultative Selling: Provide consultative sales expertise to identify client needs and deliver tailored solutions that drive measurable value, from streamlining technician efficiency to improving customer retention.
Pipeline Management: Maintain a robust pipeline of qualified prospects and forecast accurately using Applause's CRM tools.
Cross-functional Collaboration: Work closely with Customer Success, Product, and Marketing teams to ensure a seamless customer journey and maximize client satisfaction.