Mid-Market Account Executive

AxisCare Home Care Software; United States; Remote; USD 90,000 - 130,000; Full time

Job summary

AxisCare Home Care Software is seeking a Mid-Market Account Executive to drive net-new revenue and expand existing accounts in a remote, full-time role. You will own the full sales lifecycle from prospecting to negotiation, targeting growing home care organizations, including single-location agencies and multi-location operators.

The ideal candidate has 3+ years in B2B SaaS sales, a proven track record closing five- to six-figure deals, and strong ROI modeling capabilities.

Qualifications

• 3+ years of B2B SaaS sales experience with 2+ years in closing deals.
• Track record of closing five- to six-figure deals in 1–4 month cycles.
• Experience selling to home care providers or multi-location organizations preferred.
• Strong executive presence and ROI/business-case skills.
• Remote or hybrid work environment with high self-management.
• Proficient in HubSpot and Gong; MEDDPICC mastery.
• Bachelor's degree in Business, Marketing, Communications or related field.

Responsibilities

• Territory planning and account expansion.
• Pipeline generation through outbound campaigns and events.
• Engage stakeholders across owners, administrators, and finance.
• Lead discovery and value-selling to diagnose challenges.
• Deliver product demos and design tailored solutions.
• Negotiate contracts and close multi-level deals.
• Maintain accurate CRM pipeline and forecasts.
• Collaborate with Customer Success, Marketing, and Product.

Skills

B2B SaaS sales

Closing deals

Mid-market focus

ROI modeling

MEDDPICC

Challenger

Sandler

SPIN selling

Education

Bachelor's degree

Tools

HubSpot

Gong

Job description

Job Description - Mid-Market Account Executive

Reports To: Director of Sales

Department: Sales

Location: Remote

Position Type: Full-Time

Position Summary As a Mid-Market Account Executive at AxisCare, you will drive net-new revenue, expand existing accounts, and run efficient, high-velocity sales cycles with growing organizations in home care: established single-location agencies, emerging multi-location operators, and regional providers scaling their operations. You will own the full sales lifecycle, from prospecting and multithreaded discovery to negotiation with owners and executives, acting as a trusted advisor who translates AxisCare's capabilities into clear business ROI. This role is built for a seasoned hunter who builds internal and external relationships, is energized by building pipeline from a blank page, and measures themselves against excellence, not quota alone.

What Defines an AxisCare Mid-Market AE

Our most successful sellers share a consistent set of traits. We are looking for someone who can raise the water table through their actions and results.

• MEDDPICC-Driven, Framework-Fluent: Runs every deal on MEDDPICC and draws on techniques found in Challenger, Command of the Message, Sandler, and SPIN to make AxisCare the clear choice.
• Multithreads by Default: Never single-threads a deal; builds relationships with owners, administrators, operations, finance, and office staff.
• Speaks Owner: Understands how agency owners and operators measure their business (margin, caregiver retention, cash flow, and growth) and engages them with confidence.
• Educated and Strategic: Knows the home-based care market and prioritizes accounts by growth, location count, and operational pain.
• Exceptional Listener: Listens more than they speak and hears what isn't being said.
• Creative and Persistent, Never Pushy: Finds new ways into accounts and earns every next meeting with value, not pressure.
• Highly Organized: Manages a high-volume territory and many concurrent sales cycles with precision.
• Leads and Follows: Takes command when the moment calls for it and defers when that better serves the outcome.
• Chases Excellence: Brings an aggressive, competitive mentality and is never satisfied with being good; studies wins and losses and holds a standard higher than any quota.

Key Responsibilities

• Territory & Account Planning: Build and execute a territory plan for net-new mid-market accounts and expansion, prioritizing targets by growth, location count, and buying signals.
• Pipeline Generation & Prospecting: Generate the majority of your own pipeline through outbound campaigns, industry events, and your professional network, partnering with BDRs and Marketing to uncover new and expansion opportunities.
• Multithreading & Stakeholder Engagement: Align the buying committee, building relationships with owners, administrators, operations, and finance leaders to position AxisCare as the platform that supports their growth.
• Discovery & Value Selling: Lead focused discovery with owners and operational decision-makers to diagnose business challenges, identify key stakeholders, and position AxisCare as a critical business driver.
• Demos & Solution Design: Deliver high-impact product demonstrations and partner with Implementation to scope tailored solutions.
• Negotiation & Closing: Manage pricing, contract, and security conversations to close multi-level agreements efficiently and consistently.
• Forecasting & CRM Discipline: Apply MEDDPICC to every opportunity and maintain accurate pipeline, deal stages, and weekly and quarterly forecasts in HubSpot, using Gong to inspect and strengthen deals.
• Cross-Functional Partnership: Work closely with Customer Success, Marketing, and Product to ensure a seamless handoff and strong long-term net revenue retention.

What We're Looking For (Minimum Qualifications)

3+ years of B2B SaaS sales experience, including 2+ years in a closing role targeting SMB or mid-market accounts. Track record of consistently closing five- and six-figure deals with sales cycles of 1 to 4 months while managing a high-volume pipeline. Experience selling into home care, home health, hospice, or post-acute care strongly preferred; experience selling to multi-location or franchise organizations a plus. Strong executive presence and owner-level communication and presentation skills. Strong financial and business acumen to build ROI models and business cases. High grit, resilience, intellectual curiosity, and self-management in a remote or hybrid environment. Deep proficiency in HubSpot, Gong, and a modern sales intelligence and engagement stack. Mastery of MEDDPICC, with working command of Challenger, Command of the Message, Sandler, and SPIN. Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent practical experience.

Working Conditions

Occasional travel, including overnight; daily use of a computer, Microsoft Office 365, CRM, HRIS, and email.

Compensation and Benefits

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