Mid-Market Account Executive

Summary

Join Pantheon as a Mid-Market Account Executive and drive revenue growth by acquiring new business. This hunter role focuses on net-new business within mid-market accounts. You will develop and execute a strategic sales plan, build strong client relationships, and contribute to Pantheon's success. The ideal candidate has a proven track record in SaaS or PaaS sales, thrives in fast-paced environments, and possesses a resourceful approach to pipeline management. You will be responsible for outbound efforts, technical conversations, and selling Pantheon's value proposition to various stakeholders. This role requires experience in technical or MarTech SaaS sales and a strong focus on outbound efforts and net-new business acquisition.

Requirements

• 3-7 years of experience in technical or MarTech SaaS sales, with a strong focus on outbound efforts and net new business acquisition
• Comfortable selling to a developer persona
• Experience with established sales methodologies like Force Management’s Command of the Message or Winning by Design's SPICED
• Familiarity with qualification frameworks like MEDDIC or SPICED
• Proven ability to generate your pipeline through outbound calling, prospecting, and identifying top targets
• Demonstrated success in closing deals consistently and achieving or exceeding quota
• A resourceful, scrappy mindset, able to build pipeline and opportunities without heavy lead support or brand recognition
• Strong ability to ramp quickly and adapt to a technical sale, often starting with technical stakeholders
• Exceptional communication, negotiation, and relationship-building skills
• Polished, professional demeanor with the ability to engage effectively at all organizational levels
• Willingness to travel approximately 20-30% of the time

Responsibilities

• Drive net new business by generating a pipeline through outbound prospecting, partner collaboration, and strategic territory management
• Lead discovery calls and navigate technical sales conversations with CTOs, CIOs, CMOs, Directors, VPs, and other executive-level stakeholders, including technical and marketing buyers
• Deliver compelling value propositions, leveraging a methodology like Force Management’s Command of Message
• Effectively qualify opportunities using frameworks like MEDDIC
• Own and exceed your annual quota by closing deals while identifying new opportunities
• Manage the entire sales process from lead generation to close, maintaining a focus on speed-to-value and customer success
• Maintain a disciplined approach to pipeline management and forecasting to ensure consistent revenue achievement
• Collaborate cross-functionally with Sales Development, Sales Engineering, Professional Services, and Customer Success to ensure a seamless and effective buyer’s journey

Preferred Qualifications

Familiarity with open-source technology is a significant advantage

Benefits

• Industry competitive compensation and equity plan
• Flexible time off, sick days, and 13 paid holidays
• Comprehensive medical insurance including Health, Dental and Vision
• Paid parental leave (plus fertility, adoption and other family planning benefits)
• Monthly allowance for wellness, reading and access to LinkedIn Learning for continued development
• Events and activities both team-based and company wide that inspire, educate and cultivate