Mid-Market Account Executive

Submittable

. Drive new business and expansion revenue for Submittable's grants management and CSR software with mid-sized organizations .

Posted 11/11/2026full-timeRemote • United StatesMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B SaaS sales with a focus on managing the full sales cycle, utilizing structured methodologies like MEDDPICC, and effectively using Salesforce for pipeline management. Proven ability to drive new business and customer expansion through strategic prospecting and tailored product demonstrations.

Highest-signal resume keywords

B2B SaaS Sales ExperienceMEDDPICC MethodologySalesforce CRM ProficiencyProduct DemonstrationsPipeline Development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Quota ManagementSales Cycle ManagementOpportunity QualificationContract NegotiationForecastingOutbound ProspectingSales Metrics ReviewSales Plays ImprovementCustomer Insights SharingTime Organization

Soft Skills

Clear CommunicationTailored MessagingCollaborationFollow-ThroughAdaptability

Tools & Technologies

SalesforceGongSalesloftNooksZoomInfoAI-Assisted Workflows

Certifications & Qualifications

Submittable Sales Certifications

Industry Keywords

Grants ManagementCorporate Social ResponsibilityFoundationsNonprofitsGovernment Agencies

About the role

Key responsibilities & impact

Drive new business and expansion revenue for Submittable's grants management and CSR software with mid-sized organizations
Manage the full sales cycle from pipeline development through contract closing
Own a quota for new business and customer expansion revenue
Build pipeline through self-directed outbound prospecting, inbound opportunities, and SDR-sourced opportunities
Conduct discovery calls, tailored product demonstrations, pricing proposals, and negotiations through contract signature
Qualify and advance opportunities using MEDDPICC and Submittable's opportunity management practices
Maintain accurate forecasts for all open opportunities
Keep account, opportunity, and activity data current in Salesforce
Use Sales team tools, including AI-assisted workflows, to manage outreach and deal progress
Respond to prospect and customer questions, partnering with Solutions Engineering and other teams for specialist input
Review sales metrics with the Sales Manager
Share customer and vertical insights with Marketing and Sales
Suggest improvements to sales plays and processes
Maintain current Submittable Sales certifications and complete required training

Requirements

What you’ll need

3+ years of quota-carrying B2B SaaS sales experience, including closing new business through a full sales cycle
Experience qualifying and managing deals with a structured sales methodology such as MEDDPICC
Experience prospecting outbound and building a self-sourced pipeline alongside inbound leads
Experience delivering product demonstrations and presenting pricing to buyers with different roles and priorities
Experience using a CRM such as Salesforce to manage pipeline and forecast accurately
Experience with Gong, Salesloft, Nooks, or ZoomInfo preferred
Experience selling to foundations, nonprofits, corporations, or government agencies preferred
Ability to organize time and pipeline to balance prospecting, active deals, and follow-up
Ability to review personal metrics and adjust activity
Clear written and spoken communication with prospects
Ability to tailor messages to prospect needs and follow through on commitments
Ability to collaborate with SDRs, Solutions Engineering, and Customer Success
Maintain current Submittable Sales certifications and complete required training
Must be eligible to work in the United States
Scholastic or employment visas cannot be accommodated
Applicants residing in Alaska, Delaware, Hawaii, Louisiana, Maine, New Mexico, North Dakota, Oklahoma, Rhode Island, Vermont, Washington, West Virginia, and Wyoming are not eligible

Benefits

Comp & perks

Comprehensive health and life insurance with optional HSA, FSA, and DCA accounts
401(k) plan with employer match starting day one
Equity stock options to share in our success
Flexible hours, remote work options, and generous vacation and sick leave
Paid parental leave for mothers, fathers, and adoptive parents
Professional development stipends to support your career growth
Opportunities to participate in community outreach and volunteer programs
Monthly company-sponsored happy hours and gatherings to connect and unwind