Account Executive - Mid Market

Alma; California; On-site; USD 180,000 - 220,000; Full time

Benefits offered by this job

Equity

Competitive benefits

Job summary

Alma is seeking a Mid-Market Account Executive to win new business across Alma’s Mid-Market segment. This hunter role owns the full sales cycle—from prospecting and discovery to demo, negotiation, and close—with high-trust immigration solutions combining attorneys and AI-native tech.

You’ll engage Heads of People and other executives at high-growth tech companies, build pipeline via outbound and referrals, navigate multiple stakeholders, and drive deals to close while maintaining a disciplined

Qualifications

• 5+ years of quota-carrying B2B sales experience
• Proven ability to generate your own pipeline
• Strong outbound instincts across email, calls, referrals, and events
• Excellent discovery skills and the ability to understand complex customer problems quickly
• Strong executive communication: concise, credible, and persuasive
• High ownership and strong bias toward action
• Comfort navigating multiple stakeholders and longer, higher-value sales cycles
• Competitive, resourceful, and accountable for outcomes

Responsibilities

• Own the full Mid-Market sales cycle, from prospecting through close
• Build pipeline through outbound, referrals, events and creative prospecting
• Identify companies with strong immigration buying signals and engage them before an RFP starts
• Run sharp discovery to understand a company’s immigration program, pain points, spend, priorities, and decision criteria
• Sell to multiple stakeholders across People, Talent, Legal, Finance, and executive leadership
• Demo Alma’s platform and clearly articulate the value of combining exceptional attorneys with AI-native technology
• Build internal champions and navigate complex, multi-stakeholder sales processes
• Create urgency and keep deals moving
• Maintain a disciplined pipeline and accurate forecast
• Work closely with Customer Success, Legal, Product, and leadership to improve how Alma wins and serves Mid-Market clients

Skills

Quota-carrying B2B sales

Pipeline generation

Outbound selling

Discovery skills

Executive communication

Ownership and action bias

Stakeholder management

Multi-stakeholder selling

High-pressure sales

Job description

About Alma

Alma is building a new standard for business immigration: exceptional legal work, powered by technology.

We combine experienced immigration attorneys with an AI-native platform that makes immigration faster, more transparent, and easier to manage for companies and their employees. We are disrupting a $15B market and work with some of the fastest-growing technology companies in the U.S., helping them attract and retain exceptional global talent without the delays, opacity, and administrative burden of traditional immigration firms.

We are backed by leading investors including Bling Capital, Forerunner, Village Global, NFX, Conviction, MVP Ventures, NEA, Interplay, NSV and GSBackers.

About the Role

We are looking for a Mid-Market Account Executive to win new business across Alma’s Mid-Market segment.

This is a hunter role. You’ll sell to Heads of People, People Ops, Talent Legal teams at high-growth companies, and own the sales cycle end-to-end: from creating pipeline and running discovery to demo, negotiation, and close.

Immigration is a high-trust category. We want someone who can build credibility quickly, navigate multiple stakeholders, create urgency, and win competitive deals.

What You’ll Do

• Own the full Mid-Market sales cycle, from prospecting through close

• Build pipeline through outbound, referrals, events and creative prospecting

• Identify companies with strong immigration buying signals and engage them before an RFP starts

• Run sharp discovery to understand a company’s immigration program, pain points, spend, priorities, and decision criteria

• Sell to multiple stakeholders across People, Talent, Legal, Finance, and executive leadership

• Demo Alma’s platform and clearly articulate the value of combining exceptional attorneys with AI-native technology

• Build internal champions and navigate complex, multi-stakeholder sales processes

• Create urgency and keep deals moving

• Maintain a disciplined pipeline and accurate forecast

• Work closely with Customer Success, Legal, Product, and leadership to improve how Alma wins and serves Mid-Market clients

What We’re Looking For

Must-haves

• 5+ years of quota-carrying B2B sales experience

• A consistent track record of hitting or exceeding quota

• Proven ability to generate your own pipeline

• Strong outbound instincts across email, calls, referrals, and events

• Excellent discovery skills and the ability to understand complex customer problems quickly

• Strong executive communication: concise, credible, and persuasive

• High ownership and strong bias toward action

• Comfort navigating multiple stakeholders and longer, higher-value sales cycles

• Competitive, resourceful, and accountable for outcomes

Nice-to-haves

• Experience selling to high-growth tech / AI companies

• Experience in legal tech, HR tech, professional services, or another high-trust category

• Familiarity with immigration is helpful, but not required

Apply if…

• You are a hunter. Building pipeline from zero is part of the job you enjoy most.

• You are competitive and care deeply about winning.

• You move fast, follow up relentlessly, and know how to keep momentum in a deal.

• You are comfortable reaching senior executives and opening doors without a warm introduction.

• You can learn a complex category quickly and become credible with sophisticated buyers.

• You are resourceful and creative. When something is not working, you change the approach instead of waiting for more leads, better tooling, or clearer instructions.

• You care about the customer and can build trust in a category where the stakes are high.

• You want to join a company early enough that your work can materially change its trajectory.

Do not apply if…

• You expect SDRs, Marketing, or inbound to build most of your pipeline for you.

• You are more comfortable farming existing accounts than opening new ones.

• You need a mature playbook before you can perform.

• Cold outreach, rejection, and persistent follow-up drain you.

• You confuse being busy with producing results.

• You wait for prospects to move deals forward instead of creating momentum yourself.

• You are uncomfortable being measured clearly against a number.

• You are looking for somewhere to execute someone else’s playbook. At Alma, you will help write it.

OTE: 180-220k.

Offers equity and competitive benefits.