Account Executive - (Remote, United States - MST/CST/EST)

M-Files Corporation; United States; Remote; USD 90,000 - 140,000; Full time

Benefits offered by this job

Health insurance (PPO and HDHP/HSA)

Dental insurance

Vision insurance

Life insurance (1x salary)

Short-term disability

Long-term disability

Flexible Spending Plan

Unlimited PTO

10 paid holidays annually

Matching 401K plan

Job summary

M-Files is seeking an Account Executive to drive revenue growth by identifying, qualifying, and closing new business opportunities while expanding existing customer relationships. You will educate prospects on the M-Files Intelligent Information Management platform and tailor solutions to meet their business needs.

This role requires an entrepreneurial mindset, solution selling expertise, and cross-functional collaboration with internal teams. Remote-enabled with travel to key meetings as needed.

Qualifications

• Bachelor's degree or equivalent work experience.
• 3–5 years of full-cycle B2B SaaS sales experience, preferably in information management, enterprise software, or content/document management.
• Demonstrated success in both new business acquisition and account expansion.
• Strong communication and presentation skills, both written and verbal.
• Consultative selling skills and ability to lead technical discoveries.
• Experience navigating complex sales cycles and working with multiple stakeholders.
• Highly motivated, organized, and results-driven.
• Proficient in Salesforce or similar CRM platforms.

Responsibilities

• Prospect, qualify, and close new logo opportunities within assigned territories or verticals.
• Identify upsell and cross-sell opportunities within existing customer accounts.
• Conduct discovery conversations to understand customer challenges and align M-Files solutions accordingly.
• Deliver compelling product demonstrations and lead consultative sales discussions.
• Build and manage a strong sales pipeline using CRM tools (e.g., Salesforce).
• Partner with internal teams (Sales Engineering, Customer Success, Marketing, etc.) to deliver high-quality customer experience.
• Generate proposals, lead contract negotiations, and close deals with multiple stakeholders.
• Stay informed on product capabilities, competitive positioning, and market trends.
• Travel for key customer meetings, industry events, or onsite presentations as needed.

Skills

Full-cycle SaaS sales

Consultative selling

CRM experience

Discovery conversations

Strong communication

Education

Bachelor's degree or equivalent

Tools

Salesforce

Job description

We know the job search process can feel uncertain and want to be respectful of your time and interest. All candidates who apply online will receive application status updates via email. Thank you for considering M-Files as your next career opportunity.

Who we are:

M-Files is redefining how work gets done. Our context-first document management system offers purpose-built business use cases—spanning universal and industry-specific workflows to enable secure collaboration, automate processes, and ensure governance.

Unlike traditional systems, M-Files organizes content around the context of your business, connecting documents to related people, projects, and transactions. With our unique metadata-driven architecture, organizations can model content in line with their business processes, unify information across silos, and apply AI at scale. The result is greater productivity, reduced risk, and smarter, faster decisions for over 6,000 customers in 100+ countries.

Guiding Principles:

1. Make It Happen – We set bold goals, take ownership, learn from mistakes, and relentlessly pursue results.
2. Help Others – We lead with kindness, assume good intentions, hold one another accountable, and celebrate wins together.
3. Love Customers – We put customers and partners at the heart of everything, delivering value with respect, fairness, and speed.

To learn more about us we encourage you to visit http://www.m-files.com/careers. Learn more about what earned us the https://www.greatplacetowork.com/certified-company/1419975. As an Account Executive at M-Files, you will play a key role in driving revenue growth by identifying, qualifying, and closing new business opportunities, while also expanding existing customer relationships. You will serve as a trusted advisor to prospects and customers, educating them on the M-Files Intelligent Information Management platform and tailoring solutions to meet their unique business needs.

This role requires an entrepreneurial mindset, a deep understanding of solution selling, and strong collaboration skills to work cross-functional with internal teams and stakeholders.

What you will be doing/Responsibilities and Duties:

• Prospect, qualify, and close new logo opportunities within assigned territories or verticals
• Identify upsell and cross-sell opportunities within existing customer accounts
• Conduct discovery conversations to understand customer challenges and align M-Files solutions accordingly
• Deliver compelling product demonstrations and lead consultative sales discussions
• Build and manage a strong sales pipeline using CRM tools (e.g., Salesforce)
• Partner with internal teams (Sales Engineering, Customer Success, Marketing, etc.) to deliver high-quality customer experience
• Generate proposals, lead contract negotiations, and close deals with multiple stakeholders
• Stay informed on product capabilities, competitive positioning, and market trends
• Travel for key customer meetings, industry events, or onsite presentations as needed

Key Interfaces to Other M-Files Roles:

• Direct Sales team members
• Sales Engineers
• Business Development Representatives
• Professional Services
• Customer Success
• Product Management
• Marketing

• Bachelor's degree and/or equivalent work experience as outlined
• 3 - 5 years of full-cycle B2B SaaS sales experience, preferably in information management, enterprise software, or content/document management.
• Demonstrated success in both new business acquisition and account expansion
• Strong communication and presentation skills, both written and verbal
• Consultative selling skills and ability to lead technical discoveries
• Experience navigating complex sales cycles and working with multiple stakeholders
• Highly motivated, organized, and results-driven
• Proficient in Salesforce or similar CRM platforms

Preferred Experience

• Familiarity with solution selling frameworks (e.g., SPICED, MEDDIC, Challenger)
• Experience selling to mid-market or enterprise accounts
• Background in Energy, Utilities, Professional Services, or other knowledge work industries
• Experience working in a fast-paced, high-growth SaaS environment

What We Offer:

• As remote enabled company our employees enjoy the flexibility to establish their own life/work balance
• 10 paid holidays annually
• Unlimited PTO
• Matching 401K Plan (25% of employee's contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Dental insurance
• Vision insurance
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)