Mid-Market Account Executive

Vapi; San Francisco (CA); On-site; USD 113,000 - 225,000; Full time

Benefits offered by this job

Meaningful equity

Health benefits

Flexible PTO

$10,000 learning and development预算

Job summary

Vapi, a fast-growing AI infrastructure company, seeks a Mid-Market Account Executive to own the full sales cycle for customers with 250–1,000 employees, helping them leverage Voice AI.

You will lead discovery calls, product demos, build relationships with tech and business stakeholders, and collaborate with Product and Engineering to design pilots, navigating procurement and security while scaling our GTM motion.

Qualifications

• Proven track record of exceeding quota in B2B SaaS sales.
• Experience closing complex multi-stakeholder deals valued at $120K+ ACV.
• Ability to communicate effectively with engineering, product, and executives.
• Thrives in fast-paced, early-stage startup environments.
• Experience with developer tools, infrastructure, cloud, AI, or technical SaaS sales is a strong plus.

Responsibilities

• Own full-cycle sales opportunities from prospecting through close.
• Lead discovery calls and product demonstrations.
• Build relationships with both technical and business stakeholders.
• Partner with Product and Engineering to design customer pilots.
• Navigate legal, procurement, and security processes.
• Help build and scale Vapi's go-to-market motion during a period of growth.

Skills

B2B SaaS sales

Multi-stakeholder deals

Executive communication

Startup experience

Technical SaaS sales

Job description

Instead of trapping customers in endless phone trees and scripted conversations, Vapi enables businesses to deploy intelligent AI voice agents that understand context, adapt in real time, and resolve customer requests.

Why Vapi?

Vapi is one of the fastest-growing AI infrastructure companies in the market.

• Over 1 billion voice calls powered through Vapi.
• More than 1 million developers building on our platform.
• Trusted by companies including Amazon Ring, ServiceTitan, New York Life, Intuit, Kavak, and thousands of organizations ranging from YC startups to Fortune 500 companies.

We recently announced a $50 million Series B, bringing our total funding to $72 million, backed by world-class investors including Peak XV Partners, Bessemer Venture Partners, Kleiner Perkins, M12 (Microsoft's Venture Fund), and Y Combinator.

About the Role

As a Mid-Market Account Executive, you'll own the full sales cycle while helping companies with 250–1,000 employees transform how they engage with customers using Voice AI.

You’ll:

• Own full-cycle sales opportunities from prospecting through close.
• Lead discovery calls and product demonstrations.
• Build relationships with both technical and business stakeholders.
• Partner closely with Product and Engineering to design customer pilots.
• Navigate legal, procurement, and security processes.
• Help build and scale Vapi's go-to-market motion during a period of exceptional growth.

Who We're Looking For

We’re looking for someone who has:

• A proven track record of exceeding quota in B2B SaaS sales.
• Experience closing complex, multi-stakeholder deals valued at $120K+ ACV.
• The ability to communicate effectively with engineering, product, and executive teams.
• Experience thriving in fast-paced, early-stage startup environments.
• Developer tools, infrastructure software, cloud, AI, or technical SaaS sales experience is a strong plus.

Why Join Vapi?

This is an opportunity to help build the future of how businesses communicate with their customers.

We offer:

• Competitive base salary and uncapped commission.
• Meaningful equity ownership.
• Comprehensive medical, dental, and vision coverage.
• Flexible paid time off.
• Quarterly company off-sites.
• Catered meals, transportation benefits, gym membership, and a $10,000 annual learning and development budget.
• A collaborative culture where approximately 70% of the team are former founders, creating an environment built around ownership, innovation, and execution.

Compensation

This role offers $225,000 On-Target Earnings (OTE) with a 50/50 compensation structure, consisting of:

• On-Target Commission: $112,500
• Total On-Target Earnings (OTE): $225,000

The commission plan is uncapped, meaning top performers have the opportunity to earn well above their on-target earnings by exceeding quota. In addition to competitive compensation, Vapi offers meaningful equity, comprehensive medical, dental, and vision coverage, flexible paid time off, quarterly team off-sites, catered meals, transportation benefits, gym membership, and a $10,000 annual learning and development budget.