Account Executive - Midmarket

About The Role

You’ll sell Steer to full-service auto repair groups with 4–10 locations. You’ll be talking to owners, regional directors and ops leaders.

This is a hunter role. You’ll build your own pipeline through outbound, and a dedicated BDR will add to it. You own the deal from first touch to signed contract.

We don’t sell features. We sell more cars, more revenue and more consistency across every location, and we prove it in the operator’s own numbers. You’ll help define how Steer wins in mid-market, and what you learn in the field will shape our positioning and product.

Compensation : OTE $180k (85k base)

You Will:

• Own the Full Sales Cycle: Prospect, run discovery, demo, build the business case, negotiate, and close new multi-location accounts.
• Build Your Own Pipeline: Generate pipeline with 4–10 shop groups through outbound, events, and marketing programs. Partner with SMB AEs and BDRs on accounts that grow into your segment.
• Sell to the Whole Buying Group: Multi-thread across owners, operations directors, marketing managers, and finance, and align them on why Steer and why now.
• Lead With Business Impact: Tie Steer to the numbers operators care about: car count, average repair order, customer retention, and location-by-location performance.
• Build the Playbook: Help define our Mid-Market ICP, discovery framework, ROI model, and mutual action plans. Document what works so the team that follows can scale it.
• Partner Cross-Functionally: Work with Customer Success on multi-location rollouts and expansion, and bring customer insight back to Marketing and Product.
• Forecast With Precision: Keep HubSpot clean and deliver accurate forecasts.

You Have:

Must Have

• 3+ years of full-cycle, quota-carrying B2B SaaS sales experience, with a track record of exceeding quota
• Experience closing multi-stakeholder deals and building business cases that win approval
• Strong discovery skills: you diagnose before you prescribe
• Proven ability to build your own pipeline
• Forecasting discipline and strong deal control
• A builder mentality: you create process where none exists and don’t wait to be told what to do next
• Direct, plain-spoken communication that earns the trust of business owners

Nice to Have

• Experience selling to multi-location businesses (automotive, home services, dental, veterinary, franchise, etc.)
• Automotive aftermarket or shop management software experience
• Experience as the first rep in a new segment or territory
• Familiarity with HubSpot and Nooks

Interview Process

• Initial Screen (Lead Recruiter) – 30 min
• Hiring Manager Interview (CRO) – 45 min
• Career Journey + Critical Thinking Exercise (Head of People) – 60 min
• Mock Discovery + Demo (CRO & CFO) – 45 min
• Reference Checks

We also require completion of the Wonderlic Assessment before the end of the process. It’s done independently and takes about 20–30 minutes.

We Offer

• Medical, Dental and Vision insurance within 30 days
• 100% employer-paid medical insurance
• Equity package
• Flexible PTO with 15 days minimum
• Generous Parental Leave
• FSA and HSA options
• 401(k)
• Learning Stipend
• WFH Equipment
• Chance to work with the latest technology
• A collaborative, high-ownership culture
• Opportunities for development and career growth