Mid-Market Account Executive

Accord; United States; Hybrid; USD 120,000 - 240,000; Full time

Benefits offered by this job

Competitive pay & equity

Unlimited PTO

Health, dental, vision, life, and DI

Bi-annual team offsites

Hybrid work (3 days in-office)

Job summary

Accord is expanding its sales team and seeking a Mid-Market Account Executive to close enterprise B2B SaaS deals and drive multi-threaded engagements with GTM leadership. You will manage a balanced pipeline of outbound and inbound prospects, targeting Fortune 1000 and large-scale customers.

You'll own the end-to-end sales motion, from prospecting to close and expansion, while collaborating with cross-functional teams to optimize the playbook and win fast in a competitive market.

Qualifications

• 6+ years of closing enterprise B2B SaaS deals.
• Track record of $1M+ quotas with over-attainment.
• Experience closing $250K+ ACV in Fortune 1000 or category-defining buyers.
• Executive selling to VP/C-suite level.
• Strong storytelling anchored in business transformation.
• Outbound and network-based sourcing excellence.
• Own the demo motion end-to-end.
• Resilient, persistent, and competitively driven.

Responsibilities

• Prospect, discover, demo, multi-thread, negotiate, close and expand across accounts.
• Pipeline split: ~50% outbound and 50% inbound activity.
• Account mix 80% net new and 20% expansion across existing customers.
• Average deal size $30K-$100K ACV; cycle length 45-180 days.
• Engage with GTM executives (CRO, VP Sales, RevOps) and co-sell with leadership.
• continually improve the sales motion and playbook; iterate on what lands.
• Leverage AI tools to prep faster and sharpen the sale.

Skills

Closing experience enterprise SaaS

Enterprise sales

Executive selling

Storytelling

Outbound sourcing

Demo craft

Resilience

Competitive

Buyer collaboration

Job description

About Us

Accord is a breakout Series A startup (funding announcement) founded by proven leaders from Stripe, LinkedIn, and Google. Accord’s high-bar for execution has quickly led to big wins, including:

• Driving 100+ paying customers under 12 months of launching


• Partnering with industry leaders such as Samsara, Harvey.ai, Decagon, Xactly etc.


• Raving reviews from its 10,000+ users, G2 Feedback

The Team

We're scaling the Sales org at Accord and looking to add Mid Market Account Executives to report to our VP of Sales, David McMurchy.

Everyone at Accord is a product person, and we use what we sell every day. We're radically collaborative; no lone wolves win deals here. You'll be selling category-defining GTM tech to the GTM leaders setting the bar for modern revenue excellence, which means we hold a 10/10 bar for the craft of sales.

GTM sales takes a village on both sides of the table. Coordinating stakeholders, building influence, and multi-threading through complex committees is how you win.

If you take it personally for your buyers, your peers, and your craft - Accord is for you!

The Role

• Full-cycle sales: prospecting, discovery, demos, multi-threading, negotiation, close & expand


• Pipeline mix: ~50% outbound / 50% inbound


• Account Mix: 80% net new / 20% expansion across existing accounts


• Average deal size: $30K-$100K ACV


• Cycle length: 45-180 days


• Buyers: Multi-thread to GTM execs (CRO, VP Sales, RevOps, CS, Enablement). Speak their language and co-sell with your internal leadership team.


• Improve the sales motion: Iterate on the playbook - what's landing and what isn't


• AI: Research deeper, prep faster, sell sharper. Full Claude licenses given to all sellers.

What You'll Bring

• Track record. 6+ years of closing experience in enterprise B2B SaaS.


• Consistent performance. $1M+ quotas with consistent over-attainment.


• Enterprise wins. $250K+ ACV deals into Fortune 1000 or category-defining buyers.


• Executive selling. You've owned the room with VP / C-suite execs.


• Storytelling. Anchors deals in business transformation, not features.


• Outbound chops. Proven outbound and network-based sourcing.


• Demo craft. You own the demo motion end-to-end.


• Resilience. You bounce back and keep going.


• Competitiveness. A 10/10 bar for yourself and the room you're in.


• Curiosity. You go deep on the buyer, the category & the product.


• Coachability. Feedback changes how you work the next day.


• Works in ambiguity. The playbook isn't finished; you'll help write it.

Location:

• We're a hybrid team in the office 3x per week in Toronto or San Francisco, depending on the role.

Our Values

• Everyone is a Product Person - We share a builder's mindset and passion for great products.


• Radical Collaboration - We win, grow, and learn together-across teams and functions.


• 10/10 - We go beyond great; the final 10% delivers 90% of the value.


• Integrity Over Everything - We do the right thing, even when no one's watching.

Why You’ll Love Working Here

• Competitive top-percentile pay & equity


• Unlimited PTO


• Health, dental, vision, life, and disability coverage


• Bi-annual team offsites (meet your teammates IRL!)


• Hybrid work environment (3 days in-office per week)

Commitment to Inclusion, Equity & Diversity

We believe innovation thrives when diverse perspectives come together. We’re committed to creating an inclusive environment where everyone feels valued, heard, and empowered to contribute their authentic selves. We welcome candidates of all backgrounds and identities to join our team of Accordions.

What Sales Leaders Are Saying

"With Accord, we ended up displacing not just People.ai, but the need for one of our enablement platforms as well. The content management piece, the deal-level execution, and the ability to surface internal components like approval matrices or quoting instructions at the right time, for every deal, was a game changer."

Bayley Fesler, Director of Revenue Operations, Xactly

"This is a sales tool that the team tells me they can't live without anymore. They would be so upset if we took it away from them, which I never hear about tools."

Niki Phillips, VP of Enterprise Sales, Hootsuite

"Accord is poised to give us meaningful metrics and tangible insights into how our methodologies are actually being adopted and used in the field, which is a game-changer for proving the impact of our enablement programs."

Aaron C, Revenue Enablement Manager at Greenway Health