Sr. Account Executive (Mid Market) – US
Work type: Full time · Department: Sales · Workplace: On-Site
San Jose, California, United States
About the Role
Great selling isn't about talking more. It's about understanding better.
The best Account Executives don't just demonstrate products. They uncover meaningful business problems, ask thoughtful questions, challenge assumptions, and help customers make confident buying decisions.
At Avoma, we're building AI-powered technology that helps sales teams do exactly that — have better conversations, coach more effectively, understand their pipeline, and ultimately win more business.
We're looking for an experienced Mid-Market Account Executive who understands the craft of selling and wants to help bring Avoma to more revenue teams across the US.
You'll own the complete sales cycle, from discovery and product demonstrations to stakeholder alignment, negotiations, and closing. You'll work with sales leaders and revenue teams who are actively looking to improve how they operate.
Here's what makes this opportunity interesting:
Meaningful inbound demand: The majority of your pipeline will come from inbound-generated opportunities, giving you a strong foundation to build upon.
Room to create your own success: You'll also actively build a portion of your own pipeline through thoughtful, targeted prospecting and relationship-building.
Clear ownership: You'll own your revenue targets, manage your business, and be accountable for your results.
A product you understand: You'll sell technology that addresses challenges you've likely experienced firsthand as a sales professional.
An opportunity to make an impact: Beyond closing deals, you'll help shape how Avoma sells, learns, and grows.
This isn't a role where you'll spend your entire day cold prospecting. But it also isn't a role where you can simply run demos and wait for customers to buy.
We're looking for someone who can convert existing demand, create new opportunities, and consistently turn great sales conversations into revenue.
This is a high-impact opportunity for someone who takes pride in their sales craft, thrives on ownership, and wants to grow with an ambitious AI company.
About Avoma
Avoma is an AI-powered meeting assistant and conversation and revenue intelligence solution built for customer-facing teams. We automatically capture, summarize, and analyze conversations to unlock insights that drive better decisions, faster execution, and stronger customer relationships.
We're a venture-backed, fast-growing startup with 1,200+ paying customers, building at the intersection of AI, productivity, and revenue intelligence.
What You'll Own (Outcomes & Impact)
1. Own Your Revenue Number
Own and consistently work toward achieving and exceeding your revenue targets.
Manage the full sales cycle, from initial discovery through product demonstrations, stakeholder engagement, negotiations, and closing.
Develop a deep understanding of customer needs, business priorities, and buying processes.
Build compelling business cases that connect Avoma's capabilities to measurable business outcomes.
Maintain a healthy, well-qualified pipeline with clear next steps and realistic close dates.
Take accountability for revenue outcomes, not simply sales activity.
Your success will be measured by the business you close, the quality of your pipeline, and the consistency of your execution.
2. Convert Inbound Interest Into Customers
The majority of your pipeline will be supported by inbound-generated opportunities, allowing you to focus meaningful time on understanding customer needs and closing business.
Engage prospects who have expressed interest in Avoma and understand what prompted them to explore a solution.
Conduct thoughtful discovery to uncover challenges related to sales productivity, coaching, customer conversations, and revenue visibility.
Deliver relevant, personalized demonstrations that show how Avoma can solve real business problems.
Navigate evaluations, address objections, build consensus, and guide prospects toward confident buying decisions.
Maintain strong follow-up discipline and momentum throughout the sales process.
Collaborate with Marketing and other teams to continuously improve lead quality, conversion rates, and the buyer experience.
Our goal isn't simply to run more demos. It's to turn genuine customer interest into lasting customer relationships and revenue.
3. Create Your Own Pipeline & Opportunities
While inbound demand will support a significant portion of your business, we believe strong Account Executives also know how to create opportunities.
Actively build and maintain a meaningful portion of your own pipeline through self-sourced opportunities.
Identify and prioritize high-potential Mid-Market accounts that fit Avoma's ideal customer profile.
Build relationships with CROs, VPs of Sales, Sales Managers, Revenue Operations leaders, and other relevant stakeholders.
Execute thoughtful, personalized outreach using email, LinkedIn, calls, referrals, and other relevant channels.
Leverage account research, buying signals, and AI-powered tools to make prospecting more targeted and effective.
Develop repeatable prospecting habits that create a predictable flow of qualified opportunities.
We're not looking for someone who measures prospecting success by the number of emails sent. We're looking for someone who knows how to start meaningful conversations with the right buyers.
4. Master the Craft of Consultative Selling
Run discovery conversations that uncover the real problems behind a prospect's initial request.
Ask insightful questions, listen carefully, and challenge assumptions when appropriate.
Sell business outcomes rather than relying on feature comparisons or generic product pitches.
Navigate multiple stakeholders, understand decision criteria, and build alignment around the value of Avoma.
Handle objections and competitive evaluations with preparation, confidence, and sound judgment.
Create urgency by helping buyers understand the cost of inaction, rather than relying on artificial pressure.
Continuously sharpen your discovery, demonstration, negotiation, and closing skills.
We believe the best sellers don't push customers into decisions. They help customers make better ones.
5. Build a Predictable, Data-Driven Sales Motion
Understand your conversion rates, pipeline coverage, sales velocity, and deal economics.
Identify stalled opportunities early and take proactive steps to move deals forward.
Use Avoma's own AI-powered conversation intelligence capabilities to review calls, improve execution, and identify opportunities for coaching.
Experiment with AI and automation to improve account research, meeting preparation, follow-ups, and sales productivity.
Share customer insights, competitive intelligence, and feedback with Sales, Marketing, and Product teams.
Help refine messaging, playbooks, and processes as the company grows.
We want AEs who understand their numbers, learn from their conversations, and continuously improve how they sell.
How You Work (Mindset & Craft)
You're a salesperson at heart. You genuinely enjoy understanding customers, solving business problems, and earning the right to win their business.
You're curious before you're persuasive. You ask thoughtful questions, listen carefully, and seek to understand before presenting a solution.
You take ownership. You don't wait for someone else to create momentum. You take responsibility for your pipeline, your deals, and your results.
You're a strong closer. You know how to build trust, navigate objections, align stakeholders, and move opportunities toward a decision.
You're proactive, not reactive. You make the most of inbound demand while consistently creating opportunities of your own.
You're disciplined with your numbers. You know what's in your pipeline, what is likely to close, and what needs attention.
You care about the craft. You review your calls, seek feedback, learn from losses, and continuously improve your approach.
You're AI-native. You're excited about using AI to make sales professionals more effective, and you actively experiment with tools that improve your own productivity.
You thrive in a collaborative environment. You enjoy learning from teammates, sharing what's working, and contributing to a high-performance sales culture.
You act like an owner. You care about building a great business, not just hitting your number for the month.
What Success Looks Like in This Role
You consistently achieve or exceed your revenue targets after ramp.
You effectively convert inbound-generated opportunities into paying customers.
You build a repeatable self-sourcing motion that contributes meaningfully to your pipeline and new business.
You maintain a healthy, qualified pipeline with clear deal progression and predictable forecasting.
Your discovery conversations uncover meaningful business problems and establish a compelling reason to buy.
Your demonstrations are tailored to customer needs and clearly communicate business value.
You navigate objections, competitive evaluations, and multi-stakeholder buying processes effectively.
Your forecasts accurately reflect the state of your business.
You actively use AI, conversation intelligence, and customer insights to improve your sales effectiveness.
You contribute ideas and feedback that make Avoma's broader sales organization more effective.
Ultimately, success means consistently winning the right customers, building a predictable business, and becoming better at your craft along the way.
What You Bring
Core Sales Experience
7+ years of successful experience as a Mid-Market Account Executive in B2B SaaS.
Proven experience owning the full sales cycle, from discovery through negotiation and closing.
Demonstrated track record of achieving or exceeding revenue quotas.
Experience managing multiple active opportunities and navigating complex buying processes.
Strong understanding of pipeline management, forecasting, and sales execution.
Experience generating your own pipeline in addition to working inbound opportunities.
Experience selling to US-based businesses and decision-makers.
Consultative Selling & Closing Skills
Strong discovery skills with the ability to uncover customer pain points, priorities, and business impact.
Ability to deliver compelling, tailored product demonstrations.
Experience building business cases and communicating ROI to decision-makers.
Confidence engaging senior stakeholders and navigating multi-threaded sales cycles.
Strong objection-handling, negotiation, and closing capabilities.
Ability to manage urgency, next steps, and deal momentum without relying on high-pressure tactics.
Excellent written and verbal communication.
AI-Native & Data-Driven Mindset
Comfortable using modern CRM, sales engagement, and revenue intelligence platforms.
Interest in AI-powered sales technology and its impact on sales productivity and performance.
Ability to use sales metrics and conversion data to identify areas for improvement.
Willingness to experiment with AI tools and automation to improve prospecting, preparation, follow-ups, and execution.
A continuous-learning mindset and openness to coaching and feedback.
What Sets You Apart
Experience selling SaaS products directly to CROs, VPs of Sales, Sales Managers, or Revenue Operations leaders in the US.
Experience selling sales enablement, conversation intelligence, revenue intelligence, CRM, or sales productivity software.
Consistent history of exceeding quota in a Mid-Market SaaS environment.
Demonstrated success in a sales motion that combines inbound lead conversion with self-sourced pipeline generation.
Ability to articulate your sales methodology and walk through how you've won complex or competitive deals.
Experience working at a fast-growing SaaS startup where you've helped improve sales processes and playbooks.
Genuine enthusiasm for AI and how it's transforming the way revenue teams operate.
Compensation & Benefits
💰 On-Target Earnings (OTE): $180K-$200K annually, based on experience and demonstrated sales capabilities.
💵 Base Salary: $90K-$100K annually (50% of OTE).
📈 Target Commission: $90K-$100K annually (50% of OTE), with uncapped earning potential.
🏢 Location: North San Jose, CA. This is a full-time, in-office role (5 days/week).
🏥 Benefits: Medical, dental, vision, 401(k), and generous PTO.
⚙️ Tools: Modern AI-powered sales, conversation intelligence, and productivity tools to help you perform at your best.
Culture note: We value ownership, curiosity, craftsmanship, speed, and high-quality execution. We're building a team where people take pride in doing excellent work, hold themselves accountable for results, and help each other get better.
We're not looking for someone who simply knows how to sound impressive in a sales interview.
We're looking for someone who can show us how they think, how they sell, and how they win.
If that sounds like you, we'd love to talk.
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