Mid-Market Account Executive

Practis, Inc.; Kansas City (MO); À distance; USD 90 000 - 140 000; Plein temps

Résumé du poste

Practis, Inc. in Kansas City seeks a results-driven B2B sales professional to own the full sales cycle for mid-market field-services accounts, from prospecting to close. You will build a named pipeline, conduct discovery, develop demos tailored to customer conversations, and coordinate with operations leaders.

Travel to on-site meetings is expected; HubSpot CRM keeps stages honest. Ideal candidates have 3–6 years of experience, a proven quota track record, and comfort selling to owners and

Qualifications

• 3–6 years of B2B sales experience with 2+ years closing new-business quota.
• Track record of meeting or beating quota with measurable numbers.
• Experience selling to owners, operators, or executives at mid-market firms (50–500 staff).
• Familiar with MEDDICC, Challenger, or SPIN selling; know when to adapt.
• Experience managing multi-stakeholder deals spanning weeks.
• Daily CRM discipline; HubSpot experience preferred.
• Willingness to travel for on-site meetings and conferences.

Responsabilités

• Run the full sales cycle for mid-market accounts: prospecting, discovery, diagnostic scoping, proposal, negotiation, and close.
• Build pipeline with outbound to operators and sales leaders; handle inbound leads.
• Run discovery to quantify value and ROI.
• Build demos tailored to prospect conversations and objections.
• Multi-thread deals across owner, operations, and frontline managers.
• Keep HubSpot accurate with clear stages and next steps; forecast to CEO.
• Hand closed accounts to delivery with necessary context.

Connaissances

B2B sales

Closing deals

HubSpot CRM

MEDDICC/Challenger/SPIN

Multi-stakeholder deals

Travel readiness

Outils

HubSpot

Description du poste

About Practis

Practis gets field sales teams ready before they meet a paying customer. The people who sell for pest control, lawn care, HVAC, home improvement, and insurance companies are often canvassers, technicians, and comfort specialists, not people with “sales” in their title. Most get a few days of shadowing and a script, then start working leads the company paid for.

Practis changes that order. New hires practice real conversations in private with an AI coach. They certify against the PRACTIS™ Method, our published standard for field sales conversations, and only then take live leads. Operators get evidence on the metrics they already track. We deliver it as a managed service: the customer provides access and context, and we build the content, run the launch, and report the outcome.

The role

You will own new-business deals with mid-market field-services companies: pest control, lawn care, HVAC, home improvement, insurance, and the other trades where sales happen at the door or the kitchen table. Your buyers are owners, COOs, and sales leaders who hire in waves, pay for leads, and have watched new hires quit inside 90 days.

Most of them have also bought software that never changed a close rate. You win this role by being the most credible person in the conversation: specific questions, honest answers, and proof they can check. You run the full cycle, from the first call through the paid Readiness Diagnostic to a signed program.

What you will do

• Run the full sales cycle for new mid-market accounts: prospecting, discovery, diagnostic scoping, proposal, negotiation, and close.
• Build your own pipeline with outbound to operators and sales leaders, and work the inbound and event leads marketing sends you.
• Run discovery that finds the money: how many people they hire, how fast those hires ramp, and what an unready hire costs in burned leads.
• Build demos on the prospect’s own conversations and objections, not a canned script.
• Multi-thread each deal across the owner, operations, and the frontline managers who will run the program.
• Keep HubSpot accurate, with honest stages, clear next steps, and a forecast you would defend to the CEO.
• Hand closed accounts to our delivery team with the context they need to launch quickly.
• Bring what you hear back to product and marketing, so the platform and the story keep matching the field.

Required experience

• 3 to 6 years of B2B sales experience, including at least 2 years as a closing account executive carrying a new-business quota.
• A record of meeting or beating quota, with numbers you can walk us through.
• Experience selling to owners, operators, or executives at companies with roughly 50 to 500 customer-facing employees.
• Working command of a structured sales methodology such as MEDDICC, Challenger, or SPIN, and the judgment to know when to set it aside.
• Experience running multi-stakeholder deals that take weeks, not a single call.
• Daily CRM discipline. HubSpot experience is preferred.
• Comfort traveling for on-site meetings and industry conferences.

Bonus points

• You have sold to, or worked in, pest control, lawn care, HVAC, home improvement, solar, security, or insurance.
• You have sold sales training, enablement, or revenue software.
• You have run door-to-door or in-home sales yourself.
• You have sold at an early-stage company and helped write the playbook.

Your first 90 days

• You know the PRACTIS Method well enough to teach it, and you run our discovery and demo without notes.
• You have a pipeline of named, qualified mid-market opportunities that you built yourself.
• You have scoped and sold your first Readiness Diagnostics, the paid engagement most customers start with.

Kansas City metro preferred. Remote available for the right candidate in the US.