Mid Market Account Executive

Envoy; San Francisco (CA); On-site; USD 180,000 - 184,000; Full time

Job summary

Envoy is seeking an experienced Account Executive to join our Mid-Market Sales team in San Francisco. You will own the full sales cycle, drive revenue, and build a healthy pipeline through outbound efforts, BDR collaboration, and inbound leads.

You will engage IT, HR, and operations stakeholders with MEDDPPICC-informed discovery and craft tailored demonstrations that showcase Envoy’s workplace software solutions.

Qualifications

• 3+ years of B2B SaaS sales experience, mid-market or SMB.
• Closing $25K–$100K+ ACV deals.
• Strong MEDDPPICC or similar framework knowledge.

Responsibilities

• Drive Revenue: exceed quarterly sales quotas and contribute to growth.
• Own the Full Sales Cycle: prospecting to close—end-to-end ownership of deals.
• Pipeline Generation: build and maintain healthy pipeline through outbound prospecting, BDR collaboration, and inbound leads.
• Customer Discovery: use strong discovery techniques and MEDDPPICC to uncover business pain, value drivers, and stakeholder influence.
• Champion Development: identify, develop, and test champions who help navigate buying committee.
• Product Expertise: become fluent in Envoy’s solutions for tailored demos and value communication.
• Cross-Functional Collaboration: partner with Marketing, Product, Legal, Deal Desk, CS, and Sales Leadership.
• Forecasting & Systems: maintain clean opportunity data in Salesforce with forecast accuracy within ±10%.
• Negotiation: navigate procurement, IT/security reviews, and commercial terms.
• Team Contribution: mentor others and share playbooks.

Skills

B2B SaaS sales

Mid-market experience

MEDDPPICC framework

Pipeline management

Outbound prospecting

Self-starter

Team collaboration

Forecasting

Negotiation

Strategic selling

Tools

Salesforce

Outreach

LinkedIn Sales Navigator

6sense

ZoomInfo

Chorus

Job description

Envoy protects the places the world relies on most by unifying people, spaces, and communications in one secure, integrated workplace management platform and ecosystem. More than 16,000 workplaces around the world trust Envoy to run secure, compliant, and connected operations across every location.

From manufacturing sites and data centers to pharmaceutical labs, healthcare facilities, and corporate headquarters, Envoy makes safety, security and associated regulatory compliance something our customers can be proud of. The industry is littered with box-checking and arcane manual processes as the standard and we see our role as the company to bring experience, efficiency and simplicity everywhere. Great experiences bring great security – it's a requirement. We hope this problem space excites you and we hope you're ready to come sweat the details with us – we have a lot of customers counting on us! And it certainly won't be easy.

Learn more at envoy.com

About The Role

We’re looking for a dynamic, results-driven Account Executive to join our Mid-Market Sales team and drive adoption of Envoy’s workplace software across companies with 501–5,000 employees. You’ll play a critical role in accelerating growth by owning the full sales cycle—from prospecting to close—while delivering exceptional customer experiences.

You’ll be part of a high-performing team that values innovation, autonomy, and impact. This role offers significant opportunities for advancement in one of the most competitive B2B SaaS categories.

This is an onsite position that requires 4 days a week (Monday-Thursday) in our San Francisco HQ.

You will

• Drive Revenue: Consistently exceed quarterly sales quotas and contribute to overall company growth.
• Own the Full Sales Cycle: From prospecting and qualification to demo, negotiation, and close—end-to-end ownership of deals.
• Pipeline Generation: Actively build and maintain a healthy pipeline through a mix of outbound prospecting, BDR collaboration, and inbound leads.
• Customer Discovery: Use strong discovery techniques and MEDDPPICC methodology to uncover business pain, value drivers, and stakeholder influence.
• Champion Development: Identify, develop, and test champions who help you navigate the buying committee and accelerate deal cycles.
• Product Expertise: Become fluent in Envoy’s solutions to tailor demos and communicate value aligned to client challenges.
• Cross-Functional Collaboration: Partner with Marketing, Product, Legal, Deal Desk, Customer Success, Support, and Sales Leadership to remove roadblocks and win business.
• Forecasting & Systems: Maintain clean opportunity data in Salesforce with forecast accuracy within ±10%.
• Negotiation: Navigate procurement, IT/security reviews, and commercial terms confidently while maintaining client relationships.
• Team Contribution: Mentor others, share playbooks, and help shape our high-performance sales culture.

You are

• Experienced: 3+ years of B2B SaaS sales experience, ideally in mid-market or SMB segments, including closing $25K–$100K+ ACV deals.
• Quota Crusher: Demonstrated track record of exceeding sales targets in a fast-paced, competitive environment.
• Consultative Seller: Skilled at selling business outcomes to IT, HR, and operations leaders using MEDDPPICC or similar frameworks.
• Self-Starter: Comfortable with outbound prospecting and self-sourcing new opportunities.
• Fluent in Tech Stack: Experience using Salesforce, Outreach, LI Sales Navigator, 6Sense, ZoomInfo, Chorus is preferred.
• Process-Oriented: High attention to pipeline hygiene, forecasting discipline, and MAAP (mutually agreed action plans).
• Adaptable & Coachable: Embraces feedback and is energized by learning and growth.
• Team Player: Collaborative, supportive, and driven to help teammates succeed.

Bonus points

• Familiarity with buyer profiles similar to Envoy's (e.g., IT, HR, Workplace, Operations).
• Experience selling software to compliance, security, HR or facilities teams.
• Additional language proficiency (e.g., French, Spanish, German).

You’ll get

• To become exceptional writer and spoken communicator.
• To become a highly organized & autonomous, a true self-starter.
• Comfortable and energized operating in a fast-moving, changing organization.
• Confident in conducting your product demos and being able to answer questions to help drive the client evaluation forward.
• Passionate about our product and the workplace or commercial real estate industry, and working hard to build strategic partnerships.
• Excited about new logo prospecting and self-sourcing deals.
• Capable of having conversations with potential buyers centered around business value and the value of solving their business challenges through technology.
• Consultative, intellectually curious, and ambitious.
• Enthusiastic about learning and growing at Envoy.
• Empowerment: Ownership and autonomy to run your business.
• Growth: Career development and coaching from seasoned sales leaders.
• Team: A collaborative and high-performing sales org with transparent communication.
• Compensation: Competitive salary, equity, and benefits—adjusted for local market conditions. OTE aligned to experience and performance in SF and Denver.
• Culture: An inclusive and mission-driven company where your voice and contributions matter.

If you're passionate about selling software that transforms the modern workplace—and you’re ready to contribute to a high-impact sales team we want to hear from you.

By applying for this position, you acknowledge that you have fully read and understand the job requirements and received the Envoy Privacy Notice for applicants, which is linked here. Completing this application requires you to provide personal data, such as your name and contact information, which is mandatory for Envoy to process your application. Envoy is an EEO Employer and does not discriminate on the basis of any characteristic protected by local, state or federal law.

Compensation Range: $180K - $184K