Mid-Market Account Executive

Omni; San Francisco (CA); Hybrid; USD 110,000 - 170,000; Full time

Benefits offered by this job

Health, dental, and vision insurance

401(k) Plan

Unlimited PTO

Job summary

Omni is hiring a Mid-Market Account Executive to drive growth in the Mid-Market segment. You will own the full sales cycle, balancing consultative and challenger approaches to exceed quotas, while partnering with Solutions Engineering on POCs and business cases.

The role supports hybrid and remote work depending on location, with strong emphasis on pipeline, forecasting, and cross-functional collaboration. The ideal candidate has 2–3+ years of quota-exceeding SaaS sales experience and

Qualifications

• 2–3+ years exceeding quota selling SaaS solutions.
• Experience with Modern Data Stack (BI/Analytics/Warehouse/ETL) is a plus.

Responsibilities

• Lead full sales cycle for the new BI platform and meet quotas.
• Balance consultative and challenger approaches to win deals.
• Leverage MEDDPICC and the 3 Whys for qualification and forecasting.
• Partner with Solutions Engineering on POCs and value cases.
• Coordinate with Partners and internal teams to build pipeline and onboarding.

Skills

SaaS sales

Quota attainment

Stakeholder communication

MEDDPICC

3 Whys

Sandler sales

Cross-functional collaboration

Tools

CRM (Salesforce)

Job description

About Omni

Omni is the AI analytics platform that turns company data into a trusted source of truth for AI. Built on a semantic model, Omni gives enterprises a governed context graph for analytics and AI. Teams use Omni to ask questions in plain English, refine answers in workbooks, and bring trusted data into tools like Claude, ChatGPT, Cursor, and Slack. Based in San Francisco, CA, Omni has raised $217M from the world’s top investors, including ICONIQ, Theory Ventures, First Round Capital, Redpoint Ventures, and GV. Its latest $120M Series C valued the company at $1.5B.

About the Role

We are expanding our sales team and seeking a Mid-Market Account Executive to drive growth in our Mid-Market segment (100–500 employees). Reports to the Regional Sales Directors and the VP of Sales.

Key Responsibilities

• Drive the full sales cycle for our new BI platform, balancing consultative and challenger approaches to exceed quarterly and annual quotas.
• Generate new business through a mix of network-led outbound and inbound qualification, ensuring operational excellence via MEDDPICC and the 3 Whys frameworks.
• Partner with Solutions Engineering to lead POCs and develop robust business value cases that simplify complex purchase decisions for technical buyers.
• Collaborate with Partners (Tech/SI) and internal teams (AM/SA) to build top-of-funnel pipeline, ensure seamless onboarding, and identify cross-sell or renewal opportunities.
• Maintain high visibility for GTM leadership by delivering accurate weekly forecasts with both bottom-up and top-down territory perspectives.

About You

• 2–3+ years exceeding quota selling SaaS solutions
• Creative and strategic thinker with strong problem-solving and prioritization skills
• Proven ability to influence technical and business stakeholders at all levels
• Experience with MEDDPICC, 3 Whys, Sandler, Command of the Message and other frameworks

Nice to Have

• 2–3+ years exceeding quotas in the Modern Data Stack (BI, Analytics, Warehouse, ETL)
• Deep understanding of the end-to-end data ecosystem and its integration
• Proven success and high agency within fast-paced, Series A–D environments

Location

This role allows for a hybrid work schedule if you are based in San Francisco. If you are based in Denver or anywhere else in the US, the role will be remote.

Why Join Us

• Passionate, close-knit team with extensive experience in the space, including founders from Looker and Stitch Data
• Health, dental, and vision insurance
• 401(k) Plan
• Unlimited PTO

Omni is an equal opportunity employer. We value diversity and encourage you to apply even if you don’t check every single box. Please, let us know if you need any reasonable accommodations during the interview process.