Account Executive

Summary

Join M-Files as an Account Executive and drive revenue growth by identifying, qualifying, and closing new business opportunities while expanding existing customer relationships. Serve as a trusted advisor, educating prospects and customers on the M-Files Intelligent Information Management platform and tailoring solutions to their needs. This role demands an entrepreneurial mindset, deep understanding of solution selling, and strong collaboration skills. You will prospect, qualify, and close new logo opportunities, identify upsell and cross-sell opportunities, conduct discovery conversations, deliver product demonstrations, and manage a sales pipeline using CRM tools. Partnering with internal teams is crucial for delivering a high-quality customer experience. You will also generate proposals, lead contract negotiations, and stay informed on product capabilities and market trends.

Requirements

• Bachelor's degree and/or equivalent work experience as outlined
• 3 - 5 years of full-cycle B2B SaaS sales experience, preferably in information management, enterprise software, or content/document management
• Demonstrated success in both new business acquisition and account expansion
• Strong communication and presentation skills, both written and verbal
• Consultative selling skills and ability to lead technical discoveries
• Experience navigating complex sales cycles and working with multiple stakeholders
• Highly motivated, organized, and results-driven
• Proficient in Salesforce or similar CRM platforms

Responsibilities

• Prospecting, qualifying, and closing new logo opportunities within assigned territories or verticals
• Identifying upsell and cross-sell opportunities within existing customer accounts
• Conducting discovery conversations to understand customer challenges and align M-Files solutions accordingly
• Delivering compelling product demonstrations and lead consultative sales discussions
• Building and managing a strong sales pipeline using CRM tools (e.g., Salesforce)
• Partnering with internal teams (Sales Engineering, Customer Success, Marketing, etc.) to deliver high-quality customer experience
• Generating proposals, leading contract negotiations, and closing deals with multiple stakeholders
• Staying informed on product capabilities, competitive positioning, and market trends
• Traveling for key customer meetings, industry events, or onsite presentations as needed

Preferred Qualifications

• Familiarity with solution selling frameworks (e.g., SPICED, MEDDIC, Challenger)
• Experience selling to mid-market or enterprise accounts
• Background in Energy, Utilities, Professional Services, or other knowledge work industries
• Experience working in a fast-paced, high-growth SaaS environment

Benefits

• Base + Commission: M-Files offers excellent compensation including a base salary plus commission on sales. There is no cap on commission (50/50 split, monthly payout)
• As a remote-first enabled company our employees enjoy the flexibility to establish their own life/work balance
• 10 paid holidays annually
• Unlimited PTO
• Matching 401K Plan (25% of employees' contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Dental insurance
• Vision insurance
• Employee Health Resource App
• Monthly Remote Stipend
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)