Principal Mid-Market Account Executive

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Principal Mid-Market Account Executive based in United States. The Principal Mid-Market Account Executive is a strategic individual contributor responsible for driving high-value revenue across a defined Mid-Market territory. You will operate with enterprise-level discipline, combining sophisticated account strategy with consultative, value-based selling. The role involves building executive relationships and navigating complex, multi-stakeholder sales cycles from prospecting through close and expansion. You will translate customer business priorities into compelling solutions, measurable outcomes, and strong business cases. Success requires predictable execution, rigorous forecasting, disciplined pipeline management, and proactive deal-risk mitigation. Beyond individual performance, you will influence sales excellence by mentoring peers, sharing best practices, and raising the quality of strategic selling. You’ll join a remote-first, collaborative, metrics-driven environment where ownership, accountability, and continuous improvement are highly valued. Own and execute a strategic Mid-Market territory plan, including segmentation, account prioritization, whitespace analysis, and multi-quarter growth strategies. Build a high-quality pipeline through account-based prospecting, executive outreach, strategic engagement, and disciplined opportunity development. Drive predictable revenue across new business and expansion opportunities while maintaining strong pipeline coverage and exceptional CRM hygiene. Lead hypothesis-driven discovery that connects customer challenges and business objectives to measurable outcomes. Orchestrate complex, multi-threaded sales cycles involving stakeholders across HR, Talent Acquisition, Finance, IT, Procurement, security, and executive leadership. Develop comprehensive deal strategies covering stakeholder mapping, competitive positioning, risk mitigation, mutual action plans, and close planning. Deliver executive-level presentations and compelling business cases that demonstrate ROI, establish urgency, and support informed purchasing decisions. Navigate complex procurement, legal, and security processes while maintaining deal momentum and control. Maintain highly accurate forecasts, demonstrate strong commit discipline, and proactively identify and address risks that could affect revenue outcomes. Identify expansion opportunities early and establish land-and-expand strategies that support long-term account growth. Partner with cross-functional teams to improve win rates, deal velocity, customer outcomes, and overall sales effectiveness. Serve as an informal sales leader by collaborating on strategic deals, mentoring peers, sharing best practices, and raising standards for discovery, account strategy, and execution. Requirements: 7–10+ years of quota-carrying SaaS sales experience, preferably within Mid-Market or Commercial segments. Demonstrated sustained top-tier sales performance, such as President’s Club recognition or consistent placement among the top 10–20% of sellers. Proven success closing complex, multi-stakeholder SaaS deals with meaningful annual contract values. Advanced expertise in territory planning, account strategy, pipeline generation, and opportunity management. Strong forecasting and inspection discipline, with a demonstrated ability to deliver predictable results quarter after quarter. Deep experience with value-based and consultative sales methodologies such as MEDDICC, SPICED, Command of the Message, or similar frameworks. Strong executive presence and the ability to build credibility and influence with VP- and C-level stakeholders. Excellent business acumen, strategic thinking, negotiation, communication, and relationship-building skills. Ability to independently assess opportunities, identify risks, and continuously refine sales strategies and exec