Account Executive, Mid-Market

As an Account Executive, Mid-Market at Retool, your main responsibilities include identifying and qualifying leads, managing the sales pipeline, and executing the closing process including negotiations. You will work closely with technical stakeholders and collaborate with our Sales Engineers to craft solutions that meet client needs, while ensuring that Salesforce is kept up to date with relevant customer information and forecasts.

Candidates applying for the Account Executive, Mid-Market position at Retool should have a minimum of 2-3 years of experience in a closing sales role, particularly within SaaS. A proven track record of successfully managing end-to-end sales cycles for clients valued over $1M, as well as familiarity with developer tools, cloud infrastructure, or business intelligence is essential. Excellent communication skills and the ability to engage at various levels of an organization are also crucial.

For the Account Executive, Mid-Market position at Retool, strong presentation and listening skills are critical, along with strong organizational and contact management abilities. Successful candidates will showcase a solution-based approach to sales, comfortable leading technical discussions, and a hands-on approach to learning complex concepts, all while demonstrating a strong desire to continuously learn.

The work environment for the Account Executive, Mid-Market at Retool is dynamic and collaborative. You will work alongside talented Sales Engineers, Account Executives, and cross-functional teams including Success and Marketing to create a supportive framework for achieving sales goals. Our culture encourages creativity, teamwork, and a light-hearted approach to challenges, making it a great place to thrive.

Retool is dedicated to the professional growth of its Account Executives, providing opportunities for training and development tailored to individual skill sets. You will have access to mentorship from experienced colleagues, as well as resources to learn about new features and keep up with industry trends. This supportive environment ensures that you can evolve with the product and market demands.

When discussing your experience with managing a sales pipeline as an Account Executive, provide specific examples that showcase your ability to track opportunities from lead qualification to closing. Mention any specific tools you used, like Salesforce, and how you utilized data to forecast sales and make informed decisions.

When asked about building relationships with executives, highlight your strategies for understanding their needs through active listening and tailored communication. Share your experiences on how you developed trust and rapport with executives to expedite the selling process.

For this question, provide a case study of a successful deal closure. Explain the challenges faced, your approach to overcoming them, and the steps you took to close the deal, emphasizing your negotiation skills and the value of the product you were selling.

Discuss your negotiation tactics, which might include understanding the clients’ needs, preparing your responses to potential objections, and knowing the limits of what you can offer. Share an example where you successfully negotiated terms while maintaining a positive relationship.

Mention the ways you proactively stay informed about industry trends, such as attending webinars, subscribing to relevant publications, or following key thought leaders on social media. Explain how this knowledge helps you better serve your clients in the Account Executive role.

When addressing objections, outline your approach to actively listen to the client’s concerns and provide thoughtful, data-driven responses that address their hesitations. Include examples of how you successfully turned objections into opportunities.

Discuss the tools you’re familiar with, especially CRM platforms like Salesforce, and how you use these tools to streamline your sales processes, track customer interactions, and analyze performance metrics.

Your answer should reflect your adaptability and how your sales style aligns with the needs of the customer. Highlight your focus on solution-based selling and your ability to tailor your approach to different client profiles or industries.

When answering, provide a specific instance where you worked closely with a technical team, detailing your role, the challenges encountered, and how you fostered collaboration to achieve a common goal.

Articulate your passion for technology and how Retool's mission resonates with your professional goals. Highlight your enthusiasm for their product and how you believe you can contribute to the team’s success while growing in your own career.