Account Executive, Midmarket

Accountabilities • Manage the full sales cycle: Prospect, conduct discovery, deliver product demonstrations, develop business cases, negotiate, and close new multi-location accounts.

• Generate and develop pipeline: Build opportunities among automotive repair groups with 4–10 locations through outbound outreach, events, and marketing programs. Collaborate with SMB Account Executives and BDRs on accounts moving into the midmarket segment.

• Engage multiple stakeholders: Build relationships across owners, operations directors, marketing managers, and finance teams, aligning decision-makers around the value and timing of a purchase.

• Demonstrate measurable business impact: Connect the platform's capabilities to key operational and financial metrics, including car count, average repair order, customer retention, and performance across individual locations.

• Help develop the midmarket sales playbook: Contribute to defining the ideal customer profile, discovery framework, ROI model, and mutual action plans. Document successful approaches to support future team growth.

• Collaborate across teams: Partner with Customer Success on multi-location implementations and account expansion, while sharing customer feedback and market insights with Marketing and Product.

• Maintain accurate forecasting: Keep HubSpot records and pipeline data up to date, maintain strong deal control, and provide reliable sales forecasts.

Requirements

• At least 3 years of full-cycle, quota-carrying B2B SaaS sales experience, with a demonstrated record of exceeding sales targets.

• Experience closing complex, multi-stakeholder deals and developing compelling business cases that secure purchasing approval.

• Strong discovery and consultative selling skills, with the ability to understand customer needs before recommending solutions.

• Proven ability to independently generate and develop a sales pipeline through outbound prospecting.

• Strong forecasting discipline, pipeline management, and control of the sales process.

• A builder mentality, with the initiative to establish processes, solve problems, and move work forward in an evolving sales environment.

• Clear, direct, and practical communication skills, with the ability to build trust and credibility with business owners.

• Preferred experience: Selling to multi-location businesses in industries such as automotive, home services, dental, veterinary, or franchising.

• Additional advantages: Experience with automotive aftermarket solutions or shop management software; experience as an early sales representative in a new segment or territory; and familiarity with HubSpot and Nooks.

Benefits

• Compensation: $85,000 base salary and $180,000 on-target earnings (OTE).

• Equity package.

• Medical, dental, and vision insurance available within 30 days, with medical insurance premiums fully paid by the employer.

• Flexible paid time off, with a minimum of 15 days.

• Generous parental leave.

• Flexible Spending Account (FSA) and Health Savings Account (HSA) options.

• 401(k) retirement plan.

• Learning and professional development stipend.

• Work-from-home equipment.

• Opportunity to work with modern technology in an evolving industry.

• Collaborative, high-ownership working environment.

• Opportunities for career development and growth.

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