Account Executive - Mid-Market

Browserbase; San Francisco (CA); On-site; USD 219,000 - 274,000; Full time

Benefits offered by this job

401(k)

Catered lunches

Downtown San Francisco office

AI tools and credits

Team offsites

Job summary

Browserbase, a fast-growing Series B startup backed by notable investors, is seeking a Mid Market Sales lead in San Francisco. You will own full-cycle deals from prospecting to signed contracts with mid-size companies and drive land-and-expand initiatives, building a scalable pipeline using inbound, product-led signals, and strategic outbound.

You will work closely with GTM leadership to shape pricing, packaging, and the land-and-expand strategy, and you’ll negotiate complex deals while

Qualifications

• 5+ years of closing SaaS deals, ideally AI infra.
• Track record of exceeding quota in mid-size companies.
• Experience with multi-stakeholder deals including security and procurement.
• Experience with product-led growth and converting self-serve users into contracts.
• Strong communication skills and ability to talk credibly with engineers and executives.
• Willingness to relocate or to work from SF HQ 4 days a week.

Responsibilities

• Own the Mid Market segment: run full-cycle deals with companies of 100 to 2,999 employees, from prospecting to signed contract.
• Land and expand: win new logos and build multi-team roadmaps.
• Build pipeline using inbound, product-led signals, and outbound prospecting.
• Convert product-led growth into strategic contracts with momentum.
• Multithread deals with engineers, security, procurement, and executive buyers.
• Negotiate and close pricing, contracts, and security considerations through the full cycle.
• Shape the product by conveying customer feedback and competitive intel to Product and Engineering.
• Forecast with precision and report on pipeline and numbers.

Job description

We are a Series B startup that grew our revenue 5x in 2025 and are continuing to grow, fast. Backed by Kleiner Perkins, CRV, and Notable Capital, our team is building on our CEO's founding vision to power the world's best AI tools and help everyone automate the web.

About the Role

Mid Market is where some of the most exciting AI work is happening right now. Companies with 100 to 2,999 employees are moving fast, putting agents into production, and making real infrastructure bets. They need a partner who understands the technology and can guide them from first build to company-wide rollout. That partner is you.

You’ll also work directly with GTM leadership to define how we win in Mid Market: who we target, how we qualify, how we price and package, and how we land and expand. The playbook you write will shape every Mid Market hire that follows.If you want real ownership, bigger deals and a hand in building a segment, this is the seat.

What You’ll Do

• Own the Mid Market segment: run full-cycle deals with companies of 100 to 2,999 employees, from prospecting to signed contract.
• Land and expand: win new logos, then build the relationships and roadmap that turn first deals into larger, multi-team commitments.
• Build pipeline: combine inbound, product-led signals and strategic outbound to create a healthy, growing pipeline.
• Convert product-led growth: identify self-serve teams with momentum and turn them into strategic, committed contracts.
• Multithread every deal: build trust with engineers, engineering leaders, security, procurement and executive buyers.
• Negotiate and close: lead pricing, contract and security conversations through the full sales cycle.
• Shape the product: bring customer feedback, use cases and competitive intel back to Product and Engineering.
• Forecast with precision: track your metrics, report on pipeline and call your number accurately.

You Might Be a Good Fit If You Have

• 5+ years of closing experience in SaaS, ideally selling technical or AI infrastructure products.
• A track record of exceeding quota selling into mid-size companies.
• Experience running multi-stakeholder deals, including security reviews and procurement.
• Experience with product-led growth, specifically converting self-serve users into contracts.
• Comfort with outbound prospecting and building your own pipeline.
• Strong technical aptitude and the ability to talk credibly with developers and engineering leaders.
• Excellent communication skills, written and verbal.
• Self-motivation and comfort operating in ambiguity at a fast-growing startup.
• The ability to work from our San Francisco HQ 4 days a week (or willingness to relocate).

Nice to Have

• Experience selling dev tools, APIs or infrastructure to technical buyers.
• Experience building sales processes or a new segment from scratch.
• A history of land-and-expand wins that grew into large accounts.

Why Join Us

• Shape a segment from day one. You'll help define the Mid Market motion, the role and the playbook that future reps inherit.
• Grow with the company. Early GTM hires here have a real path to lead, mentor and build the team as we scale.
• Lean, high-impact team. Your deals move the company forward, and everyone sees it.
• Competitive salary and early-stage equity
• 401(k)
• Catered lunches
• Downtown San Francisco office
• AI tools and credits
• Team offsites

OTE (includes base + commission)

$219,000 - $274,000 USD

If you need a reasonable accommodation at any point during the application or interview process, please contact your recruiter.