Account Executive: Mid-Market & Strategic

Warmly is an AI-native GTM platform that enhances sales processes through advanced AI tools. The Mid-Market & Strategic Account Executive will manage complex deals from initial demo to closing, primarily focusing on inbound prospects and strategic outbound efforts, while collaborating closely with various stakeholders.

Responsibilities:

• Run 10–15 net new inbound demos per week from our warmbound pipeline — prospects who've visited our site, engaged with AI chat, or triggered intent signals
• Prospect outbound into target accounts — use Warmly's intent data, visitor signals, and enrichment tools to identify and book meetings with high-fit accounts that haven't come inbound yet
• Own the full cycle: discovery, demo, solution scoping, proposal, negotiation, close
• Qualify rigorously with MEDDIC — identify champion, economic buyer, pain, metrics, decision criteria, and decision process at every stage
• Multi-thread into accounts: build relationships beyond the champion into economic buyers, procurement, and cross-functional stakeholders
• Use AI tooling daily: review your AE CoPilot pipeline intelligence reports, act on coaching from the Call Coach agent, leverage Sybill for call intelligence and MEDDIC scoring, and use Claude Code for deal prep and analysis
• Maintain ruthless CRM hygiene — every deal has accurate stage, amount, MEDDIC fields, next steps, and close dates in HubSpot
• Participate in bi-weekly Deal Pick Aparts where you'll present deals for cross-functional pressure-testing with leadership, RevOps, Marketing, and our SE
• Enroll contacts in Outreach sequences and manage multi-touch follow-up cadences across the sales cycle
• Collaborate cross-functionally with Marketing on lead quality feedback, with Product on feature requests, and with RevOps on process improvements

Requirements:

• 4+ years closing new-logo SaaS deals with at least 2 years selling into mid-market or strategic accounts ($30K+ ACV). You've run full-cycle deals with multiple stakeholders, not just transactional closes
• Proven track record against quota — you can point to consistent attainment selling into accounts with real buying committees and procurement involvement
• Deep experience with MEDDIC or MEDDPICC — you don't just know the acronym, you use it to qualify hard, map power, and build a business case that gets deals through procurement
• Multi-threading is second nature — you know how to get above and around the champion to economic buyers, legal, IT, and cross-functional stakeholders. You've run mutual action plans to keep complex deals on track
• Comfort with AI tools — you don't need to be technical, but you're genuinely excited about using AI to sell smarter. You'll be expected to work with Claude Code, Sybill, and our internal AI agents daily
• CRM discipline — you keep your pipeline clean because you understand that data quality drives everything: forecasting, coaching, and your own deal execution
• Executive presence — you can run a boardroom-ready demo, hold your own in a negotiation with procurement, and write a follow-up that moves the deal forward
• Experience with HubSpot or Salesforce and a sequencing tool like Outreach, Salesloft, or similar
• You've sold into VP/C-suite marketing or sales buyers (you understand the persona and the budget dynamics)
• You've worked at a Series A–C stage startup where things move fast, process is still being built, and you helped shape the sales motion
• You've sold against incumbents like Qualified, 6sense, Demandbase, or ZoomInfo and know how to position against them in competitive deals
• You've navigated deals with security reviews, legal redlines, or multi-department sign-off