Mid Market Account Executive

Rocketlane; San Francisco (CA); Hybrid; USD 180,000 - 220,000; Full time

Benefits offered by this job

Equity

Job summary

Rocketlane, a leading AI-first platform for onboarding, professional services, and post-sales delivery, is hiring a Mid Market Account Executive. You will own full-cycle sales, negotiating complex deals ($50K–$100K+ ARR) in a 250–1,000 employee segment, and drive pipeline with SDRs and marketing while sourcing 20–30% of your own opportunities.

You will become an AI subject-matter expert on Rocketlane and Nitro, achieving Product Admin certification, and coordinate with Post-Sales, Customer

Qualifications

• 3–6 years of SaaS sales experience, with a track record of closing five-figure deals on 4+ month sales cycles.
• Experience in early-stage or high-growth environments (10–200 employees).
• Degrees are preferred.

Responsibilities

• Full-Cycle Sales Execution: close complex deals typically ranging from $50K to $100K+ ARR.
• Pipeline Generation: collaborate with SDRs and marketing while self-sourcing 20–30% of your own pipeline.
• AI Subject Matter Expertise: master Rocketlane and Nitro AI features and pursue Product Admin certification.
• Stakeholder Management: manage multi-threaded B2B relationships with Post-Sales, Customer Success, and Services Leadership.
• Market Expansion: provide product and leadership feedback on sub-verticals and use cases.

Skills

SaaS sales

Enterprise deals

Deal closing

Education

Bachelor's degree or higher

Job description

Rocketlane is the leading AI-first platform for customer onboarding, professional services, and post-sales delivery. We help SaaS and services organizations—including industry leaders like Clari, Zenoti, and Icertis—accelerate time-to-value and transform how they manage complex customer rollouts.

Historically, the Professional Services Automation (PSA) market has been dominated by legacy, manual tools that are clunky and fragmented. Rocketlane replaces these outdated systems with a unified platform that combines project management, collaboration, time tracking, billing, and resource forecasting. With the launch of Nitro, our new agentic AI layer, we are setting the standard for the modern delivery team, enabling them to scale operations without increasing headcount.

We are a Series C company with $105M in funding from top-tier investors like 8VC, Matrix Partners India, and Nexus Venture Partners. After doubling our revenue for two consecutive years, we are entering a massive growth phase as we expand our footprint within the Fortune 500 and the Forbes Cloud 100.

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Why Rocketlane is Hiring

We are looking for a Mid Market Account Executive to accelerate our move upmarket. You will help us capture a massive category shift away from legacy PSA tooling by displacing fragmented systems with our AI-native solutions.

What You Will Own

• Full-Cycle Sales Execution: Manage and close complex deals typically ranging from $50K to $100K+ ARR within the 250 to 1,000 employee segment.
• Pipeline Generation: Partner with SDRs and marketing while self-sourcing 20%–30% of your own pipeline through strategic outbound efforts into target accounts.
• AI Subject Matter Expertise: Deeply master the Rocketlane product and "Nitro" AI features to lead technical discovery; you will be expected to achieve Product Admin level certification via Rocketlane Academy.
• Stakeholder Management: Navigate multi-threaded B2B environments, building relationships with Post-Sales, Customer Success, and Services Leadership.
• Market Expansion: Provide feedback to the product and leadership teams as we discover new sub-verticals and use cases within the evolving services TAM.

Candidate Requirements

• Experience: 3-6 years of SaaS sales experience, with a proven track record of closing five-figure deals on 4+ month sales cycles.
• High-Growth DNA: You must have experience in early-stage or high-growth environments (10–200 employees). We value candidates who have stayed at a company for 2+ consecutive years and earned promotions during periods of rapid scale.
• Technical Curiosity: An obsession with how AI is changing the software landscape and the ability to speak fluently about agentic automation and platform integrations.
• Discipline:A rigorous approach to territory strategy, discovery, and commercial negotiation.
• Stage Fit: You thrive in environments where the playbook is being refined; you are a builder, not just a recipient of inbound leads.
• Background: Experience at "Big Tech" (Oracle, Salesforce) is only a fit if you have also excelled in a startup environment.
• Degrees are preferred.

Location & Compensation

• Location: Hybrid (3 days per week in-office) in Lehi, UT; New York, NY; or San Francisco, CA.
• On-Target Earnings (OTE): $180,000 – $220,000 (50/50 split).
• Equity:** Meaningful Series C equity package.
• Travel: Approximately 25% for client site visits and company offsites.

Our Values

• High Empathy, High Accountability: We care deeply about our people and their growth, but we maintain a high bar for excellence and ownership.
• Deep Curiosity: We are lifelong learners who strive to be subject matter experts in our domain and our customers' businesses.
• Builder Mentality: We value the grit required to win in a new category and the bias toward action needed to scale a Series C startup.