Account Executive, Mid-Market

This is a full-cycle Mid-Market Account Executive role selling into the 200-1,000 employee segment across SaaS and services companies, including Salesforce, Zendesk, and ServiceNow implementation shops, digital marketing firms, consultancies, and IT services businesses. Average six-figure deals run $100K to $200K, so the motion is complex, consultative, and multi-threaded. Average time to close is about 122 days, which is fast for six-figure deals.

Quota is $200K to $250K per quarter, split roughly 60% core platform and 40% Nitro, Rocketlane's AI offering, which combines generative AI for reporting and governance with agentic AI that performs work like data migration and configuration. The team runs lean and deliberately keeps headcount low so reps get more accounts and more room to overachieve. Last year, 9 of 11 reps finished over 100%, 8 of 11 reps finished over 110%, 5 went to President's Club above 120%, and two finished at 150% and 170%. Territories are graded and balanced East and West so no rep is boxed into a weak book. Reports to the sales leader.

What You'll Own

Full-cycle execution on complex deals from $100K to $200K+, using a value-based, consultative, multi-threaded motion

Pipeline generation in partnership with SDRs and marketing, while self-sourcing 20 to 30% of your own pipeline into target accounts

Strategic logo acquisition, securing foundational partnerships with large SaaS and services organizations

Deep product mastery of Rocketlane and the Nitro AI features, including Product Admin certification via Rocketlane Academy, to lead technical discovery

Stakeholder management across Post-Sales, Customer Success, and Services leadership

Market and product feedback to leadership as new sub-verticals and use cases emerge