Mid-Market Account Executive

As a Mid-Market Account Executive at People.ai, your primary responsibilities will include building and closing new logo opportunities through a structured yet agile sales process. You'll engage with various stakeholders across multiple departments, ensuring a collaborative selling approach to maximize effectiveness. Moreover, promptly managing your pipeline, achieving targets, and landing new accounts will be central to your role.

To qualify for the Mid-Market Account Executive role at People.ai, candidates should have a minimum of five years of SaaS sales experience, focusing on transactional sales cycles. A proven history of meeting or exceeding a quota of at least $750k annually is essential, along with the ability to create and pursue strategic sales activities to gain new logos effectively.

At People.ai, we are deeply committed to fostering growth opportunities for our employees, including Mid-Market Account Executives. This includes structured onboarding, continuous training sessions, and collaboration with skilled teams that inspire innovation and professional development. We believe that strong mentorship and support empower our sales teams to excel and reach their full potential.

Performance expectations for a Mid-Market Account Executive at People.ai include building three times your quota in pipeline within your first six months and landing at least two new logos in the same timeframe, followed by three new logos each quarter thereafter. You’ll be expected to manage your schedules effectively while embodying our urgency and customer-first mindset.

The work environment for Mid-Market Account Executives at People.ai is remote, allowing flexibility while working in a diverse, fast-paced, and innovative culture. Collaboration is key, and you’ll frequently engage with teams across various departments to maximize your success, all while being supported by an encouraging team of professionals.

To effectively prioritize leads, I ensure that I assess each lead's potential value, engagement level, and fit with our ideal customer profile. I also value timing in the sales process, focusing on leads that show urgency or readiness to buy. Using CRM tools to track and follow up diligently plays a crucial role in how I manage my pipeline.

My approach to breaking into new accounts involves extensive research to understand the company's structure, challenges, and key decision-makers. I utilize a mix of cold outreach, networking strategies, and referrals to create meaningful connections. Building relationships before proposing our solutions has always been my key to success.

In a collaborative sales environment, I prioritize open communication and mutual understanding of goals with team members. I believe in leveraging each person’s strengths, conducting regular strategy sessions, and using collaborative platforms to share insights and resources. This team-centric approach leads to maximized results.

Handling objections is part of the sales process, and I view it as an opportunity to gain insight into customer concerns. I actively listen, address concerns with empathy, and provide solutions or alternatives. Transparency and honesty in these discussions help build trust and often turn objections into selling points.

Urgency plays a pivotal role in my sales approach. I strive to create a sense of urgency by highlighting the value and benefits of closing early. It's vital to communicate deadlines effectively, whether it be special offers or the evolving market landscape that necessitates quick decisions.

One of my most successful deals involved a thorough understanding of the customer’s pain points and building a strong relationship with key decision-makers. I maintained regular communication and provided relevant resources that addressed their queries, which ultimately positioned us as the best choice for their needs.

During slower sales periods, I focus on activity-oriented goals—such as reaching out to a certain number of leads or attending networking events. I also take this time to further hone my skills through training and self-education, keeping a fresh mindset that prepares me for when the market picks up again.

Maintaining strong executive connections requires dedicated relationship management. I regularly reach out with valuable insights, invite executives to networking events, and provide ongoing value through audits or assessments of their current processes. Staying engaged and proactive is key to nurturing these connections.

I measure success through a combination of quantitative metrics, such as closing rates, pipeline development, and exceeding quota targets, alongside qualitative assessments like customer satisfaction and relationship depth. This holistic view ensures I stay aligned with company goals while delivering value to clients.

I am drawn to People.ai due to your innovative approach to leveraging AI in sales, and your commitment to fostering a diverse and creative team. The opportunity to work with top-tier clients and the chance to grow alongside a company that values speed, resourcefulness, and a customer-first attitude aligns perfectly with my professional aspirations.