Senior Account Executive - Mid Market (Farmer)

NAVEX; Charlotte (NC); On-site; USD 85,000 - 170,000; Full time

Benefits offered by this job

Meaningful Purpose

High-Performance Environment

Candid Culture

Growth Opportunities

Rewards for Results

Job summary

NAVEX in Charlotte, NC seeks a Senior Account Executive for mid-market deals, driving complex B2B SaaS sales with a focus on value-based selling and long-term impact.

You will own pipeline development, run discovery to uncover business priorities, and lead multi-stakeholder negotiations to close high-value deals with measurable outcomes. The role emphasizes speed, accountability, and collaboration.

Qualifications

• 5+ years of quota-carrying, full-cycle B2B sales experience or 3+ years of quota-carrying, full-cycle SaaS sales experience.
• Track record of meeting or exceeding quota in a high-volume, transactional sales environment.
• Strong prospecting and pipeline generation skills with a hunter mentality and ability to manage multiple concurrent opportunities.
• Experience using CRM tools (Salesforce) and sales engagement platforms (Outreach, Sales Navigator).
• Ability to deliver clear, compelling product demonstrations and presentations to key decision-makers.
• Culture agility: works well in a fast-paced, candid environment that values innovation and accountability.
• AI readiness: curiosity and willingness to use AI and emerging technologies to elevate work.

Responsibilities

• Build and execute a pipeline strategy balancing new business and expansion.
• Lead discovery to understand customer needs and strategic priorities.
• Qualify and prioritize opportunities based on multi-threaded stakeholder alignment.
• Orchestrate complex deals with planning across stakeholders, timelines, and risks.
• Gain commitment from stakeholders by aligning solutions to measurable outcomes.
• Lead internal and external teams to execute deals effectively.
• Manage strategic negotiations while maintaining value amid competing priorities.
• Ensure forecast accuracy through disciplined deal inspection and qualification.

Skills

Quota attainment

Full-cycle SaaS sales

Pipeline management

CRM Salesforce

Product demonstrations

Strategic negotiations

Multi-stakeholder management

Hunter mindset

Tools

Salesforce

Outreach

Sales Navigator

Job description

At NAVEX, we’re transforming the world—making it safer, more ethical, and ensuring every voice is heard. That’s real impact.

Our high-performance culture is driven by our values. We move with speed, passion and purpose — as one team. We are bold in our ideas, accountable in our actions, and committed to doing the right things right.

NAVEX provides a full suite of integrated risk and compliance management software products. We’re an industry leader with exciting plans to continue growing, and we’re looking for driven, enthusiastic Senior Account Executives to be a part of this growth. If you’ve been looking for a company where you can feel like the product you sell is making a positive impact in the world, then look no further! We help companies protect their people, their reputation and their bottom line.

The Mid-Market Senior Account Executive executes more complex deals by combining deep customer understanding, intentional opportunity qualification, and structured pursuit planning across multiple stakeholders. Success requires the ability to gain commitment through value-based selling and manage strategic negotiations that protect long-term value.

You’ll thrive in this role surrounded by an engaged, collaborative team deeply committed to your success. Join us and help shape what’s next!

What you’ll get:

• Meaningful Purpose. Your work helps organizations operate with integrity and protect their people—at a scale few companies can match.
• High-Performance Environment. We move with urgency, set ambitious goals, and expect excellence. You’ll be trusted with real ownership and supported to do the best work of your career.
• Candid, Supportive Culture. We communicate openly, challenge ideas—not people—and value teammates who embrace bold thinking and continuous improvement.
• Growth That Matters. You can count on authentic feedback, strong accountability, and leaders invested in your success so you can achieve real growth.
• Rewards for Results. We provide clear, competitive compensation designed to recognize measurable outcomes and real impact.

What you’ll do:

• Build and execute a pipeline strategy that balances new business and expansion through thoughtful pursuit planning
• Lead discovery efforts that deeply understand and develop customer needs, including business impact and strategic priorities
• Qualify and prioritize opportunities based on multi-threaded stakeholder alignment and deal viability
• Orchestrate complex deals by planning the pursuit across stakeholders, timelines, and risks
• Gain commitment from stakeholders by aligning solutions to measurable business outcomes
• Lead internal and external teams to execute deals effectively
• Manage strategic negotiations, maintaining value while navigating competing priorities and constraints
• Ensure forecast accuracy through disciplined deal inspection and qualification rigor

What you’ll bring:

• 5+ years of quota-carrying, full-cycle B2B sales experience or 3+ years of quota-carrying, full-cycle SaaS sales experience.
• Track record of meeting or exceeding quota in a high-volume, transactional sales environment
• Strong prospecting and pipeline generation skills with a demonstrated hunter mentality and ability to manage multiple concurrent opportunities with discipline and a sense of urgency
• Experience using CRM tools (Salesforce) and sales engagement platforms (Outreach, Sales Navigator)
• Ability to deliver clear, compelling product demonstrations and presentations to key decision-makers
• Culture Agility. Comfort working in a fast-paced, candid environment that values innovation, healthy debate, and follow-through
• AI Readiness. Curiosity and willingness to use AI and emerging technologies to elevate your work and deliver smarter outcomes
• Fuel performance and outcomes. Leverage your job competencies and champion NAVEX’s core values

Our side of the deal:

• We’ll be clear, we’ll move fast, and we’ll invest in your success. You deserve to be supported, challenged, and rewarded for the impact you make—and we commit to doing that every step of the way.
• On-Target Earnings of $170,000 per year. The starting pay for this role is $85,000 annual and the target variable pay for this role is $85,000. Target variable pay is based on individual achievement factors and is not guaranteed.

NAVEX is an equal opportunity employer committed to including individuals of all backgrounds, including those with disabilities and veteran status.