Mid-Market Account Executive
full-time•Dallas, San Francisco, Seattle, Houston, Minneapolis, Atlanta, Denver, San Diego, Los Angeles, Chicago
About this role
Role Description
The Mid-Market Account Executive (Transactional AE) owns net-new business across a defined U.S. territory, selling into small and mid-sized utilities. Typical ACVs range from $25k–$45k, with opportunities spanning $10k on the low end up to ~$80k.
Instead of managing a small number of large enterprise deals, you will run a fast-paced, high-volume pipeline. At peak, you may manage 50–80 active opportunities across multiple stages. This environment moves quickly and demands strong organization, discipline, and the ability to context-switch with ease.
You will run the full sales cycle from qualification to close, partnering closely with a dedicated BDR and a shared Solutions Engineering resource. You’ll guide public-sector buyers who are often purchasing SaaS for the first time, navigating them through procurement, internal alignment, and a structured process that keeps deals moving.
This is a hybrid role based in Toronto (GTA) with regular travel multiple times per quarter for conferences, onsite workshops, evaluation sessions, and in-person deal acceleration.
Responsibilities
Own and run a fast-paced, high-volume sales cycle
- Manage 50–80 opportunities when your pipeline is at full strength.
- Run multiple calls per day across different deal stages.
- Lead structured discovery and qualification, ending every meeting with clear next steps.
- Respond quickly and professionally to inbound questions, follow-ups, and proposal requests.
- Use templated proposals to move fast while managing more complex RFP responses with care.
Partner closely with your BDR and Solutions Engineer
- Collaborate daily with your dedicated BDR on outbound strategy, sequencing, and pipeline creation.
- Coach your BDR to improve meeting quality and funnel conversion.
- Work with a shared SE to coordinate demos, technical sessions, and evaluations.
Guide inexperienced SaaS buyers through a clear, confident process
- Help utilities understand how SaaS procurement works.
- Bring procurement into the cycle early to avoid surprises.
- Multithread across small stakeholder groups: operations, compliance, IT, procurement, finance.
- Create structured buying paths that reduce complexity for first-time SaaS buyers.
Drive urgency, clarity, and deal progression
- Hold alignment sessions, value discussions, and onsite workshops.
- Leverage in-person meetings and “test drives” to accelerate late-stage opportunities.
- Maintain impeccable CRM hygiene and forecast with accuracy.
What Success Looks Like
- You consistently achieve or exceed new ARR quota (with a ramp plan in year one).
- You maintain high conversion rates despite running a large volume of deals.
- Your pipeline is clean, organized, and predictable.
- You stay calm, structured, and effective in a fast-paced environment that others may find overwhelming.
- Your BDR improves performance under your mentorship.
- You develop strong territory procurement knowledge and leverage it to gain competitive advantage.
Requirements (Sound like you?)
Required
- 3–5+ years of quota-carrying sales experience (SaaS or public sector).
- A track record of being a consistent overachiever — top 10% in your current or previous roles.
- Ability to manage 50–80 active opportunities across multiple deal stages.
- Strong organizational rigor with unmatched follow-through.
- Experience navigating procurement and multi-stakeholder government buying processes.
- Comfort with 4–6 month sales cycles.
- Competitive by nature, but collaborative in practice — you want the team to win with you.
- Creative, resourceful, and proactive problem solver.
- Based in the US with the ability to travel across Canada, and Ireland, multiple times per quarter.
Nice to Have
- Public sector or utility sales experience.
- Experience in high-velocity SaaS environments.
- Experience selling with an SE-led demo model.
- Experience responding to RFPs.
Our Commitment To You
Meaningful Impact
You’ll be helping to transform how water utilities operate and support the sustainability of a vital global resource.
Hybrid Flexibility
Working in a hybrid model with your home base in Toronto, collaborating in person while benefiting from remote flexibility.
High-Performance, High-Heart Culture
We take our mission seriously—but we believe in humor, humanity, and enjoying the work.
Our Values
Honesty. Audacity. Unity. These guide how we work with customers and with each other.
Commitment to Your Growth
You’ll work with leaders dedicated to coaching, transparency, and helping you become your best professional self.
What's in for you?
You’ll be joining Klir at a pivotal moment.
We’ve established product–market fit, our AI-powered platform is gaining industry-wide attention, and utilities are actively seeking to modernize their operations.
As a Mid-Market AE, you’ll benefit from:
- A highly receptive customer base.
- A dedicated BDR partner to fuel outbound pipeline.
- A strong Solutions Engineering team.
- Clear playbooks and structured sales processes.
- A mission-driven company making meaningful environmental impact.
- A team culture that values ownership, collaboration, and performance.
- Benefits: Health insurance, unlimited vacation, MacBook Pro
What you'll do
- The Mid-Market Account Executive will manage a high-volume sales cycle, handling 50-80 opportunities at various stages. They will guide public-sector buyers through the procurement process and ensure deals progress efficiently.
About Klir
Klir is the Operational Data Hub for water utilities - the connected center where sampling, monitoring, and operational workflows finally live in one place. For years, Drinking Water, Wastewater, and Pretreatment programs have been managed in fragments: spreadsheets on shared drives, LIMS exports in email chains, site details in notebooks, and critical knowledge locked in people’s heads. That fragmentation slows decisions, introduces risk, and makes it harder for teams to stay aligned.
Klir replaces that fragmented world with a single, connected operational hub. Sampling plans, lab results, fieldwork, site data, tasks, schedules, and system insights all flow through one source of truth, giving teams a clearer view of what’s happening across their system. With everything connected, utilities gain earlier visibility into changes, tighter coordination across shifts and departments, and a more dependable way to run day-to-day operations.
Designed for the realities of water operations like fast-moving priorities, regulatory expectations, and aging institutional knowledge, Klir gives teams the clarity, continuity, and confidence to act sooner and with fewer gaps. Whether you’re managing sampling routes, validating results, overseeing industrial users, or coordinating work across plants, Klir brings the entire operational picture together so decisions move faster and with more certainty.
Ready to join Klir?
Take the next step in your career journey
Frequently Asked Questions
What does a Mid-Market Account Executive do at Klir?
As a Mid-Market Account Executive at Klir, you will: the Mid-Market Account Executive will manage a high-volume sales cycle, handling 50-80 opportunities at various stages. They will guide public-sector buyers through the procurement process and ensure deals progress efficiently..
Is the Mid-Market Account Executive position at Klir remote?
The Mid-Market Account Executive position at Klir is based in Dallas, Texas, United States and San Francisco, United States. Contact the company through Clera for specific work arrangement details.
How do I apply for the Mid-Market Account Executive position at Klir?
You can apply for the Mid-Market Account Executive position at Klir directly through Clera. Click the "Apply Now" button above to start your application. Clera's AI-powered platform will help match your profile with this opportunity and guide you through the application process.