Account Executive - Mid-Market

About the Role

You'll be one of the first Mid Market Account Executives at Browserbase, and you'll help build this segment from the ground up.

Mid Market is where some of the most exciting AI work is happening right now. Companies with 100 to 2,999 employees are moving fast, putting agents into production, and making real infrastructure bets. They need a partner who understands the technology and can guide them from first build to company-wide rollout. That partner is you.

You'll run full-cycle deals with multiple stakeholders, from the engineers building with Browserbase to the leaders signing the contract. You'll land new logos, set them up to expand, and help turn promising accounts into some of our largest customers.

You'll also work directly with GTM leadership to define how we win in Mid Market: who we target, how we qualify, how we price and package, and how we land and expand. The playbook you write will shape every Mid Market hire that follows. If you want real ownership, bigger deals and a hand in building a segment, this is the seat.

What You'll Do

• Own the Mid Market segment: run full-cycle deals with companies of 100 to 2,999 employees, from prospecting to signed contract.
• Land and expand: win new logos, then build the relationships and roadmap that turn first deals into larger, multi-team commitments.
• Build pipeline: combine inbound, product-led signals and strategic outbound to create a healthy, growing pipeline.
• Convert product-led growth: identify self-serve teams with momentum and turn them into strategic, committed contracts.
• Multithread every deal: build trust with engineers, engineering leaders, security, procurement and executive buyers.
• Build the playbook: create the processes, messaging and qualification standards that define how Mid Market sells at Browserbase.
• Run compelling, technical demos: partner with Solutions Engineering to show how Browserbase solves real business problems.
• Negotiate and close: lead pricing, contract and security conversations through the full sales cycle.
• Shape the product: bring customer feedback, use cases and competitive intel back to Product and Engineering.
• Forecast with precision: track your metrics, report on pipeline and call your number accurately.
• Be the face of Browserbase: represent us at events, conferences and customer meetings.

You Might Be a Good Fit If You Have

• 5+ years of closing experience in SaaS, ideally selling technical or AI infrastructure products.
• A track record of exceeding quota selling into mid-size companies.
• Experience running multi-stakeholder deals, including security reviews and procurement.
• Experience with product-led growth, specifically converting self-serve users into contracts.
• Comfort with outbound prospecting and building your own pipeline.
• Strong technical aptitude and the ability to talk credibly with developers and engineering leaders.
• Excellent communication skills, written and verbal.
• Self-motivation and comfort operating in ambiguity at a fast-growing startup.
• The ability to work from our San Francisco HQ 4 days a week (or willingness to relocate).

Nice to Have

• Experience selling dev tools, APIs or infrastructure to technical buyers.
• Experience building sales processes or a new segment from scratch.
• A history of land-and-expand wins that grew into large accounts.

Why Join Us

• Build something that matters. Work on a product developers love (just look at @browserbase).
• Shape a segment from day one. You'll help define the Mid Market motion, the role and the playbook that future reps inherit.
• Grow with the company. Early GTM hires here have a real path to lead, mentor and build the team as we scale.
• Lean, high-impact team. Your deals move the company forward, and everyone sees it.

Benefits

• Competitive salary and early-stage equity
• Comprehensive medical, dental and vision coverage
• 401(k)
• Catered lunches
• Downtown San Francisco office
• AI tools and credits
• Team offsites

OTE (includes base + commission) 219000 - 274000 USD