Mid-Market Account Executive

Guava; Los Angeles (CA); Hybrid; USD 230,000 - 270,000; Full time

Benefits offered by this job

Competitive base salary

Uncapped commission

Equity options

Job summary

Guava in Los Angeles is seeking a Mid-Market Account Executive to drive growth across its mid-market segment. This role involves managing the full sales cycle—prospecting, running deals, and closing—while engaging both technical and business stakeholders with speed and precision.

The ideal candidate has over 5 years of B2B SaaS sales experience and the ability to communicate effectively while translating technical solutions for business needs. This position offers a hybrid work model with a competitive compensation package.

Qualifications

• 5+ years of B2B SaaS sales experience with a track record of hitting or exceeding quota.
• Experience running full-cycle deals from prospecting through close.
• Familiarity with faster sales cycles and strong value narratives.

Responsibilities

• Own the sales cycle from prospecting to closing for mid-market accounts.
• Lead discovery and solution positioning for both technical and business buyers.
• Maintain an organized pipeline with disciplined follow-through.

Skills

B2B SaaS sales experience

Technical sales skills

Business communication

Organizational skills

Job description

Guava is the voice platform built for regulated industries — the calls that have to be right. Trained on 10B+ live agent minutes and in regulated production since 2013, Guava gives companies a single, compliant system for every second of a call. We serve healthcare organizations, banks, insurance companies, BPOs, and tech-native platforms that need voice infrastructure they can trust.

We are a fast-growing AI company with deep engineering roots — Stanford, MIT, NASA — and we are building the go-to-market team to match. If you want to sell a product that solves a real problem, with real proof, in a market that is moving fast, this is your role.

THE OPPORTUNITY

Guava is looking for a Mid‑Market Account Executive to drive new logo growth across our mid‑market segment. You will own the full sales cycle — prospecting, running deals, and closing — with a focus on moving quickly and building strong pipeline across Guava’s core verticals.

Mid‑market deals at Guava move faster than enterprise, but they still require selling to both technical and business stakeholders. You will need to be sharp on discovery, credible with technical buyers, and compelling with the business case — often in the same conversation.

WHAT YOU’LL DO

• Own outbound prospecting and pipeline generation for mid‑market accounts across Guava’s target verticals: healthcare, banking, insurance, BPOs, and tech‑native platforms
• Identify and engage key decision‑makers across both technical and business functions
• Partner with marketing and SDRs to convert inbound leads into qualified mid‑market opportunities
• Maintain a full, healthy pipeline with disciplined follow‑through at every stage

Deal Execution

• Run full‑cycle deals from first contact through close, managing shorter and mid‑length sales cycles with speed and precision
• Lead discovery and solution positioning for both technical buyers (engineering leads, CTOs) and business buyers (VP Ops, COO, CRO)
• Coordinate with Solutions Engineering and Forward Deploy Engineers on technical validation and demos
• Handle objections, negotiate terms, and drive deals to close with a sense of urgency
• Keep CRM updated with accurate pipeline, activity, and forecasts

Vertical Knowledge & Customer Engagement

• Develop working knowledge of Guava’s key verticals and how voice AI applies to each
• Bring customer and prospect feedback to leadership to sharpen messaging and product direction

WHAT WE’RE LOOKING FOR

• 5+ years of B2B SaaS or technology sales experience, with a consistent track record of hitting or exceeding quota on net‑new logos
• Experience running full‑cycle deals from prospecting through close — you are not waiting on inbound
• Comfortable selling to both technical and business stakeholders, sometimes in the same deal
• Familiarity with mid‑market sales motions: faster cycles, fewer stakeholders, but still requiring a strong value narrative
• Experience in one or more of Guava’s target verticals (healthcare, financial services, insurance, BPO, or tech platforms) is a strong plus
• Strong written and verbal communication; you can run a sharp demo and write a compelling follow‑up
• Organized, coachable, and energized by hitting numbers in a fast‑moving environment
• Based in or willing to commute to Los Angeles; this is a full‑time, hybrid role based in Los Angeles

NICE TO HAVES

• Experience selling AI, voice, or communications technology
• Exposure to compliance‑driven buying processes (SOC 2, HITRUST, PCI, HIPAA)
• Experience at a startup or high‑growth company where you helped build the playbook, not just run it
• Familiarity with working alongside Solutions Engineering or technical presales teams

WHY GUAVA

• Sell a product with a decade of regulated production proof — real customers, real results
• Join a fast‑moving AI company early and help shape how the mid‑market motion is built
• Work with a technical team that backs up every claim in front of a prospect
• Direct line to leadership and real influence over how the sales org grows
• Competitive base, uncapped commission, and equity
• Pay Range (OTE): $230,000 - $270,000 based on experience and success in role

• Guava is an equal opportunity employer. We welcome applicants of all backgrounds and are committed to building a diverse and inclusive team.