Mid-Market Account Executive

Anrok; San Francisco (CA); Hybrid; USD 191,000 - 259,000; Full time

Job summary

Anrok in San Francisco is seeking a Mid-Market Account Executive to own the full sales cycle from prospecting through close for mid-market software companies with 5-figure+ contracts.

You will develop outbound strategies, conduct discovery and demos for finance leaders, and navigate complex buying committees. This role requires 5-8 years total experience with 3+ years closing quotas and a strong track record in B2B SaaS.

Qualifications

• 5-8 years total professional experience with 3+ years as a quota-carrying Account Executive in a closing role.
• Proven track record of meeting/exceeding quota and closing 5-figure+ contracts in B2B SaaS.
• Industry experience in fintech, payments, billing, or finance/accounting software.
• Experience selling to finance buyers (CFOs, Controllers, VP Finance, accounting teams).
• Strong outbound prospecting skills with a track record of self-generated pipeline.
• Located in the SF Bay Area, Salt Lake City, or NYC (hybrid role with 3 days in office).

Responsibilities

• Own the full sales cycle from prospecting through close for mid-market software companies (5-figure+ contracts).
• Develop and execute outbound strategies to create pipeline and identify high-value opportunities.
• Conduct discovery and demos that uncover financial risk, quantify business impact, and build urgency with finance leaders.
• Navigate complex buying committees involving CFOs, Controllers, tax managers, and accounting teams.
• Manage pipeline effectively using a structured, metrics-driven approach to forecasting and deal progression.
• Partner cross-functionally with Solutions Engineering, Partnerships, and Customer Success to ensure seamless customer experiences.
• Contribute to sales strategy and process improvement as we scale toward $100M revenue.

Skills

Quota carrying

Closing deals

B2B SaaS

Outbound prospecting

Finance industry

Hybrid in SF Bay/NYC

Salesforce

Gong

Outreach

LinkedIn Sales Navigator

ERP/billing familiarity

Strategic advisory

Tools

Salesforce

Gong

Outreach

Clay

Unify

LinkedIn Sales Navigator

Job description

Anrok is the leading tax automation platform enabling businesses to expand globally without compliance complexity.

As the digital economy has grown 6x over the last decade, software businesses have gone from not worrying about sales tax to needing to monitor exposure, calculate rates, and file returns across 50+ US jurisdictions and many countries worldwide. This creates a critical bottleneck for companies that should be able to transact with customers everywhere.

Anrok eliminates this complexity by connecting with billing and payment systems to automate tax monitoring, calculations, and filing end-to-end. Our unified platform handles the ever-changing maze of tax laws at municipal, state, and federal levels—so companies can focus on growth, not compliance.

Our Customers Include

• 40% of Forbes Top 50 AI companies
• 20% of Forbes Top 100 Cloud companies
• Top companies like Notion, Anthropic, and Cursor

We’re making compliant digital commerce a reality for companies big and small, backed by over $100M from leading investors including Spark Capital, Sequoia, Index, and Khosla Ventures.

As a Mid-Market Account Executive at Anrok, you’ll partner with CFOs, Controllers, and VPs of Finance at high-growth companies to solve critical tax compliance challenges. This is a full-cycle sales role combining strategic inbound lead management with proactive outbound prospecting.

You’ll be a trusted advisor capable of engaging in business-level and financial risk conversations with senior finance leaders. This role requires an analytical mindset, consultative approach, and the ability to translate complex compliance requirements into quantifiable business value.

What You’ll Do

• Own the full sales cycle from prospecting through close for mid-market software companies (5-figure+ contracts)
• Develop and execute outbound strategies to create pipeline and identify high-value opportunities
• Conduct discovery and demos that uncover financial risk, quantify business impact, and build urgency with finance leaders
• Navigate complex buying committees involving CFOs, Controllers, tax managers, and accounting teams
• Manage pipeline effectively using a structured, metrics-driven approach to forecasting and deal progression
• Partner cross-functionally with Solutions Engineering, Partnerships, and Customer Success to ensure seamless customer experiences
• Contribute to sales strategy and process improvement as we scale toward $100M revenue

What We’re Looking For

Required Experience

• 5-8 years total professional experience with 3+ years as a quota-carrying Account Executive in a closing role
• Proven track record of meeting/exceeding quota and closing 5-figure+ contracts in B2B SaaS
• Industry experience in fintech, payments, billing, or finance/accounting software
• Experience selling to finance buyers (CFOs, Controllers, VP Finance, accounting teams)
• Strong outbound prospecting skills with a track record of self-generated pipeline
• Located in the SF Bay Area, Salt Lake City, or NYC (this is a hybrid role requiring 3 days/week in office)

What Sets You Apart

• Analytical and metrics-driven: You can articulate ROI, discuss financial impact, and speak credibly about compliance risk with senior finance leaders
• Process-oriented: You bring structure to discovery, qualification (MEDDPICC/SPICED), and deal management
• High EQ and consultative: You build trust quickly, listen actively, and tailor your approach to different stakeholders
• Self-starter mentality: Resourceful, organized, and proactive in identifying opportunities and solving problems
• Team-oriented: You balance personal ambition with collaboration and knowledge-sharing

Preferred Background

• Education in Finance, Economics, Business, or quantitative fields
• Career progression showing advancement with sustained AE success
• Experience with modern sales tools (Salesforce, Gong, Outreach, Clay, Unify, LinkedIn Sales Navigator)
• Familiarity with finance tech stacks (billing systems, ERP, accounting software)

Compensation Range: $225K