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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading and developing Mid-Market Account Executives to achieve new-business revenue targets through effective coaching, pipeline management, and strategic account planning. Proven ability to implement structured sales methodologies and leverage AI to enhance team performance and efficiency.
Highest-signal resume keywords
B2B SaaS Sales ExperienceFrontline Sales ManagementCoaching AbilityForecasting and Pipeline ManagementStructured Sales Methodology Experience
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Revenue GenerationOutbound ProspectingPipeline CreationNegotiationObjection HandlingBusiness-Value SellingSales Cycle AnalysisPerformance ManagementAccount PlanningMulti-Threading
Soft Skills
Strong Executive PresenceClear CommunicationHigh Ownership Mentality
Tools & Technologies
AI ImplementationSales Playbook DevelopmentCRM Systems
Industry Keywords
Mid-Market SalesHigh-Growth EnvironmentChallenger SalesMEDDPICCCommand of the MessageEcommerceMartechB2C Sales
About the role
Key responsibilities & impact- Lead, coach, and develop a team of Mid-Market Account Executives responsible for net-new revenue generation
- Build a high-performance culture centered on outbound prospecting, pipeline creation, accountability, and consistent execution
- Coach AEs on discovery, business pain, challenging the status quo, stakeholder multi-threading, and measurable customer outcomes
- Partner with AEs on account planning, competitive positioning, business cases, objection handling, negotiation, and closing
- Establish expectations for self-generated pipeline and account-specific outbound strategies
- Own team forecasting, pipeline inspection, performance management, and revenue-target attainment
- Analyze conversion, pipeline coverage, sales cycles, win rates, and rep performance to drive action
- Hire, onboard, and develop high-performing AEs
- Partner with SDR, Marketing, Enablement, Revenue Operations, Solutions Consulting, and Customer Success
- Provide customer and field insights to Product and Marketing
- Evolve the Mid-Market sales playbook as the product portfolio and market opportunity expand
Requirements
What you’ll need- 7+ years of B2B SaaS sales experience, including 3+ years of frontline sales management experience
- Proven success leading Mid-Market Account Executives against new-business revenue targets
- Experience in an outbound sales environment where AEs meaningfully contribute to their own pipeline
- Strong coaching ability across prospecting, discovery, multi-threading, business-value selling, objection handling, negotiation, and closing
- Experience implementing AI into team workflows with proven improvements in efficiency or revenue
- Experience with Challenger, MEDDPICC, Command of the Message, or another structured value-based/consultative sales methodology
- Track record of developing sellers and improving performance through actionable coaching
- Experience operating in a high-growth environment with evolving processes and playbooks
- Strong forecasting and pipeline-management discipline
- Ability to attract, assess, hire, and retain high-performing sales talent
- Strong executive presence and clear communication with customers, sellers, and senior leadership
- High ownership mentality
- Especially valued: earlier-stage or high-growth SaaS experience, Marketing/Ecommerce/CRM or B2C sales experience, martech/ecommerce/AI or adjacent SaaS experience, outbound pipeline ownership, promoting AEs, and multi-product platform sales
Benefits
Comp & perks- Commission
- Equity
- Health and wellness benefits
- Competitive perks and benefits
- Reasonable accommodations for candidates with disabilities
- Employee resource groups through AWAKE