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Role Description

We are seeking a highly driven and experienced Mid-Market Account Executive (AE) to join our growing Go-to-Market team. This is a critical revenue-generating role responsible for identifying, developing, and closing new business opportunities within the mid-market segment (companies typically $50M - $500M in revenue).

• Deliver on quarterly and annual quota metrics
• Manage the full sales cycle from initial qualification and discovery through negotiation and close
• Proactively prospect and generate new pipeline through targeted outreach, leveraging internal resources, and following up on Marketing-generated leads
• Develop and present compelling, tailored value propositions to key stakeholders, including C-level executives
• Maintain a predictable and accurate sales forecast, providing the Sales Leadership team with clear visibility into pipeline health and deal progression
• Own and manage your territory and account list, developing strategic account plans to maximize coverage and conversion
• Partner with Solution Engineer to deliver tailored product demonstrations and POC’s
• Ensure accurate and up-to-date documentation of all sales activities in the CRM (Salesforce)
• Become a subject matter expert on the AI Contact Center space, the competitive landscape, and Balto’s product capabilities
• Drive collaboration with Marketing, Product, and Customer Success to ensure seamless customer handoffs and shared success

Qualifications

• 4+ years of successful, quota-carrying sales experience as an Account Executive, ideally selling AI SaaS solutions into the mid-market or enterprise segment
• Proven track record of consistently meeting or exceeding annual sales targets
• Expert-level proficiency with CRM (preferably Salesforce) and sales execution tools (preferably Gong)
• Strong understanding of the contact center and/or AI landscape is a plus

Requirements

• Exceptional closing skills with a consistent ability to navigate and execute complex, multi-threaded deals
• Highly organized with strong pipeline and territory management skills
• Excellent communication, presentation, and negotiation skills, with the ability to articulate value to both business and technical audiences
• A high-energy, resilient, and collaborative team player with a strong hunter mentality

Benefits

• Remote role, open to candidates anywhere in the US
• Occasional travel for in-person company all-hands events up to 4 times a year