Account Executive - Mid-Market

Job Description

The Account Executive, Mid-Market is a quota-carrying sales professional responsible for acquiring new mid-market customers through complex, multi-stakeholder and often multi-solution SaaS sales. The role builds territory pipeline, leads strategic discovery, develops quantified value, coordinates specialists, and manages commercial and approval complexity through close. 

WHAT YOU’LL BE DOING:

Territory Strategy and Pipeline Creation

• Develop and execute a territory plan that aligns target-account selection, market opportunity, pipeline creation, and bookings goals. 
• Create self-sourced pipeline through targeted prospecting, executive outreach, referrals, events, partners, and coordinated campaigns. 
• Prioritize opportunities based on customer fit, value, complexity, and likelihood of success. 

Complex Consultative Selling

• Lead discovery across operational, clinical, workforce, compliance, financial, and executive stakeholders. 
• Develop solution strategy, quantified business cases, stakeholder maps, mutual action plans, and executive alignment. 
• Coordinate product and subject-matter specialists to create an integrated customer recommendation. 

Opportunity, Commercial, and Forecast Leadership

• Use the established sales process and MEDDPICC or comparable methodology to assess qualification, decision process, competition, and risk. 
• Lead pricing, packaging, negotiation, procurement, contracting, and internal approvals while protecting customer and company value. 
• Maintain accurate CRM data and evidence-based opportunity stages, close dates, risks, next steps, and forecast calls. 

Cross-Functional Execution

• Mobilize Solutions Consulting, Marketing, Customer Success, Product, Legal, Security, Finance, and Revenue Operations according to opportunity needs. 
• Ensure clear transition from sale to implementation and customer success. 

Learning and Technology Adoption

• Maintain strong knowledge of Relias solutions, healthcare markets, competitors, and commercial practices. 
• Use approved AI, automation, CRM, and revenue-intelligence tools to improve research, planning, productivity, and deal insight. 

Qualifications

YOU’VE GOT WHAT IT TAKES IF YOU HAVE/ARE:

• 3+ years of successful quota-carrying B2B SaaS or technology sales experience, including ownership of new-logo acquisition. 
• Demonstrated success leading complex, multi-stakeholder sales cycles and commercial negotiations. 
• Experience using Salesforce or a comparable CRM and a structured methodology such as MEDDPICC. 
• Knowledge of complex B2B SaaS sales, multi-product solution selling, stakeholder mapping, business-case development, negotiation, and commercial approvals. 
• Ability to build executive relationships, navigate broad buying groups, and create momentum across longer sales cycles. 
• Ability to synthesize customer, market, product, and financial information into a clear recommendation. 
• Skill in territory planning, qualification, deal strategy, forecasting, and cross-functional orchestration. 
• Bachelor’s degree or an equivalent combination of relevant education and professional experience. 
• The ability to travel ~30%

IT WOULD BE NICE TO HAVE:

• Experience selling multi-product solutions into healthcare or another regulated industry. 
• Experience engaging senior and executive buyers. 
• Experience using conversation-intelligence, sales-engagement, and approved AI productivity tools. 

Additional Information

IN OFFICE REQUIREMENT:

Relias values collaboration and wants to ensure that our team members have opportunities to work with their teams regularly for professional development opportunities. Our flexible hybrid work environment requires that you live in the state of North Carolina, within a commutable distance to our office (~1-hour commute). You would be expected to work in our Morrisville, NC Headquarters (close to the Raleigh/Durham airport) approximately 30 days/quarter.

Relias is an Equal Opportunity Employer and a Drug-Free workplace

Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages applications from people with disabilities and is happy to make reasonable accommodations in all aspects of the selection process.  If you are an individual with a disability and require reasonable accommodation to complete any part of the job application process, please visit our career page for instructions. 

All your information will be kept confidential according to EEO guidelines.

Disclosure requirements pertaining to the collection of your personal data:

Responsible for processing the information provided in your application is the company specified in the job advertisement, with its registered office as indicated. The company processes your data for the purpose of establishing an employment relationship on the basis of Art. 6 (1) b GDPR / Section 26 (1) sentence 1 BDSG.

The retention period for your data is determined by the statutory time limits applicable in the respective country, beginning upon completion of the recruitment process. You can find these here.

You can contact the company’s Data Protection Officer at the above-mentioned postal address. 

Further information on data protection and your rights can be found here.
 

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