Mid-Market Account Executive

Nanonets is now Trail. As we continue to automate the most manual business processes, we’ve evolved beyond document extraction to become the intelligence layer powering AI agents across enterprise workflows — a new identity that reflects this evolution.

About Us:

Trail is the context layer AI agents run on. We're building the missing layer between your company's rules, exceptions, and institutional knowledge and the agents trying to act on them. It's a governed graph that lets any agent or platform, including Trail agents, make the right call on your most complex business processes. Agents today fail not because models are weak, but because they're never given the judgment a business builds up over years. We're fixing that.

The Role

NanoNets is looking for a Mid-Market Account Executive to drive new logo growth across our mid-market segment. You will own the full sales cycle — prospecting, running deals, and closing — with a focus on moving quickly and building a strong pipeline. Currently the pipeline is 50% inbound and 50% self sourced.

Roles and Responsibilities:

- Serve as Nanonets' voice! Will be the first point of contact for inbound leads

- Negotiate and close deals while maintaining strong, lasting client relationships

- Identify new potential customers, develop approach strategies, and continually build a healthy opportunity pipeline

- Uncover customers' business needs and propose tailored solutions

- Track and coordinate all activity across each account

- Analyze marketing trends and market conditions to inform sales goals and go-to-market strategy

Requirements and Skills:

- 3+ years of sales closing experience, including 2+ years selling into Mid-Market accounts

- Track record of consistently meeting or exceeding quota in a full-cycle sales role

- Comfort running value-based, multi-stakeholder sales cycles (not just relationship or transactional selling)

- Experience selling technical, workflow, or automation software is a plus

- Strong discovery and listening skills, able to quickly diagnose a prospect's operational pain and quantify the cost of the status quo

- Comfortable with CRM discipline and forecasting accuracy (Salesforce, Hubspot or similar)

- Excellent written and verbal communication; confident presenting to stakeholders

- Self-starter who can operate with real ownership in a fast-paced, ambiguous environment

Nice to have:

- Experience working on consumption based pricing / selling tokens

- Some knowledge around or a high level understanding of large language models, RAG and model fine-tuning

Additional Information

Hybrid role, (twice a week in our Palo Alto office), based in the Bay Area, CA. Your base salary will be determined based on your location, experience, and the pay of employees in similar positions. The base salary range is $ 110k - 130k and the total compensation package will also include commission-based variable pay (OTE) and equity participation, aligned with role scope and performance.