Mid Market Account Executive

Jobtailor; Northern (KY); Hybrid; USD 120,000 - 170,000; Full time

Job summary

DataGrail, a leading data privacy software company, is seeking a results-driven seller to own the full sales cycle for mid-market accounts. You will build and manage a self-sourced pipeline, predominantly through outbound prospecting, and guide opportunities from first outreach to close.

You’ll employ a challenger-style, insight-driven approach to move deals within compressed 30–40 day cycles, develop champions, negotiate terms, and forecast with CRM hygiene.

Qualifications

• Proven hunter: builds pipeline largely from scratch via outbound efforts.
• Experience with challenger sales style and MEDDPICC or similar.
• Ability to identify internal champions and connect data privacy gaps to risk.
• Strong forecasting, negotiation, and full-cycle B2B SaaS sales experience.

Responsibilities

• Own the full sales cycle for mid-market accounts from prospecting to close.
• Build a self-sourced pipeline with 3x quota coverage via outbound.
• Run a challenger-style process and create urgency to close deals.
• Forecast accurately and maintain CRM hygiene across stages.
• Develop multi-quarter account plans for expansion and long-term value.

Skills

Full-Cycle B2B SaaS

Challenger sales

Pipeline generation

Forecasting

Negotiation

Quota attainment

Account planning

Data privacy risk

Coachable

Agile mindset

Tools

Salesforce

Gong

Sales engagement tools

AI tools

Job description

• Own the full sales cycle for the mid-market segment
• Build and manage a self-sourced pipeline at 3x quota coverage, primarily through outbound prospecting
• Run a challenger-style, insight-driven sales process and create urgency
• Move deals through compressed 30–40 day sales cycles
• Identify and develop champions within target accounts
• Negotiate pricing and contract terms
• Manage full-cycle pipeline, forecasting, and CRM hygiene from outreach through close
• Ramp on DataGrail’s product, ICP, and sales process and contribute to pipeline within 90 days
• Generate qualified pipeline and run discovery calls
• Close new-business deals and meet or exceed annual new-ARR quota
• Own and grow a defined book of mid-market accounts
• Develop multi-quarter account plans for expansion and long-term value

Requirements

• Proven track record as a hunter, building pipeline largely from scratch through outbound effort
• Comfort running a challenger sales style
• Experience identifying and developing internal champions
• Ability to connect data privacy gaps to business risk
• Command of a modern sales methodology such as MEDDPICC or Command of the Message
• Rigorous qualification and accurate forecasting
• Strong, agile negotiation skills
• Consistent quota attainment in full-cycle B2B SaaS sales
• Experience navigating a high-velocity, mid-market sales motion
• Coachable mindset and ability to take and apply feedback quickly
• Bonus: Experience selling privacy, data governance, security, compliance, or other regulated or technical software
• Bonus: Experience selling to privacy, legal, security, or IT stakeholders at VP or Director level
• Bonus: Familiarity with Salesforce, Gong, sales engagement tooling, and AI tools

Core Competencies

Demonstrates expertise in managing the full sales cycle for mid-market accounts, utilizing a challenger sales approach to build and maintain a robust pipeline. Proven ability to negotiate effectively, forecast accurately, and achieve consistent quota attainment in B2B SaaS sales.

Highest-signal resume keywords

• Full-Cycle B2B SaaS Sales
• Challenger Sales Methodology
• Pipeline Development
• Negotiation Skills
• Quota Attainment

Hard Skills

• Sales Cycle Management
• Forecasting
• Pipeline Generation
• Account Planning
• Data Privacy Risk Assessment

Soft Skills

• Coachability
• Agile Mindset
• Interpersonal Skills

Industry Keywords

• Data Governance
• Compliance
• Privacy Software
• Technical Software
• B2B Sales

Tools & Technologies

• Salesforce
• Gong
• Sales Engagement Tools
• AI Tools