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Mid-Market Account Executive

2 weeks ago

San Francisco, California, United States Bland Full time
About the Role

We're looking for a high-performing Mid-Market Account Executive to drive net new revenue for Bland. You'll run the full sales cycle - from outbound prospecting to close - selling our Voice AI platform to Mid-Market organizations. This is a fit if you love fast sales cycles, technical products, and building your own pipeline.

What You'll Do

  • Run efficient discovery and qualification in a single call - you'll dig deep into pain and establish fit fast.

  • Deliver value-focused demos that connect customer pain to product capabilities. No generic product tours.

  • Multi-thread across stakeholders, including product, technology, operations, and IT leaders - and do it early.

  • Prioritize ruthlessly - you'll manage a high volume of deals without letting pipeline hygiene or close rates slip.

  • Self-source pipeline through outbound, event follow-up, and creative plays. You won't wait around for leads.

What You Know

  • MEDDPICC - You've internalized the framework and know how to qualify deeply, forecast accurately, and identify risk early.

  • Mid-Market SaaS Sales - You've worked 1-3 month cycles where urgency needs to be created, not assumed.

  • Voice AI Fundamentals - You understand LLMs, APIs, and use cases like call deflection or agent assist - and can explain them without sounding like ChatGPT.

  • Solution Selling - You connect product features to real business outcomes - like driving operational efficiencies or reducing risks.

  • Buying Triggers and Personas - You know what pushes a mid-market team to buy, and how to navigate technical and non-technical stakeholders.

  • Bonus - Familiarity with Command of the Message and how to lead with value drivers, proof points, and deal mantras.

What You've Done

  • 2–5 years of full-cycle SaaS closing experience, ideally with:

    • ACVs in the $50k–$300k range

    • Developer-first or technical products

    • Exposure to both outbound and inbound motions

  • Proven track record of hitting or exceeding quota in a fast-paced, high-output environment.

  • Experience selling to product managers, engineering leads, and operations teams.

How You Show Up

  • Cognitively sharp - You learn fast, ask killer questions, and speak the language of your buyer.

  • Execution-oriented - You qualify hard, follow up religiously, and always close next steps.

  • Resourceful - You don't wait for perfect. You figure it out and find a way.

  • Accountable - You own your number. Period.

  • Coachable - You ask for feedback and apply it fast.

Benefits and Pay:

  • Healthcare, dental, vision, all the good stuff.

  • Base pay of $120,000-$180,000

  • OTE $300,000 to $350,000

  • Every tool you need to succeed

  • Equity

  • Uncapped commission

If you don't have the perfect experience that is fine We're a bunch of drop-outs and hackers

Working at a start-up is really hard. We work a lot and we figure things out on the fly.