Mid Market Account Executive

At Fullbay, our mission is simple - to create safer roads for our families and yours. As leaders in the heavy-duty repair industry, we power shops with technology that helps them run smarter and more efficiently. As an AI-First company, we invite artificial intelligence to eliminate friction, spark innovation, and drive efficiencies in every conversation - for our teams and our customers.

The Mid-Market Account Executive drives revenue growth by managing the full sales cycle for accounts with 3-19 users through outbound prospecting, BDR-generated leads, and inbound demo requests. MM AEs own their pipeline from initial contact through close and are accountable for meeting monthly revenue quotas adjusted based on annual budget allocations.

Primary Duties & Responsibilities:

• Meet or exceed monthly revenue quotas that are adjusted monthly based on annual budget allocations and market conditions for the mid-market segment (3-19 user accounts)
• Maintain daily KPI metrics including outbound activities, SAL response times, discovery meetings, demos, and Salesforce updates to ensure consistent quota achievement
• Manage and work three lead types: outbound prospecting (self-generated), BDR-scheduled meetings (qualified handoffs), and inbound demo requests with 2-hour SAL response requirement
• Own the full sales cycle from prospecting to close, including lead qualification, discovery, product demonstrations, proposal development, negotiation, and contract execution
• Build and maintain a healthy pipeline with 3-4x quota coverage through a balanced mix of outbound prospecting, BDR handoffs, and inbound lead conversion
• Conduct consultative discovery to understand customer business challenges, operational workflows, and growth objectives; position Fullbay as a strategic solution with clear ROI
• Deliver customized product demonstrations tailored to prospect needs, highlighting features and workflows most relevant to their business model and user count
• Maintain accurate Salesforce records including all customer interactions, opportunity stages, next steps, and forecast data; provide weekly and monthly forecast updates to leadership
• Lead pricing and contract negotiations within established guidelines, collaborating with leadership on deal structures that balance customer needs and profitability
• Collaborate with BDRs, Customer Success, Implementation, and Marketing teams to ensure seamless handoffs and optimal customer experience throughout the sales cycle
• Monitor competitive landscape and provide market intelligence to product and marketing teams regarding customer needs, competitive positioning, and feature requests
  

Additional Duties & Responsibilities:

• Manage three distinct lead types: outbound prospecting leads (self-generated), BDR-scheduled meetings (qualified handoffs), and inbound demo requests with 2-hour SAL response requirement
• Understand customer goals, plans, challenges, timeline, budget, and authority; confidently communicate Fullbay's value proposition
• Deliver quality tailored demonstrations of Fullbay to prospects based on their needs and priorities
  Create and maintain pipeline through lead generation activities including cold calls, emails, and social touches
• Document customer profiles, responses, and next steps in Salesforce with accuracy and timeliness
• Prioritize opportunities and apply appropriate resources based on deal size, close probability, and strategic value
• Meet or exceed individual and team monthly quota targets
• Become an expert on Fullbay technology and target market segments (mid-market heavy-duty repair operations)
• Collaborate with team to improve processes and add efficiencies
• Continuously improve sales process and demonstrate willingness to learn and implement best practices
• Adapt to changes in process as the team tests new ideas and strategies
• Adhere to all confidentiality and compliance regulations
• Perform other duties as assigned

Minimum Education & Work Experience:

• High School Diploma or GED equivalent
• Bachelor's Degree or Military Service experience preferred
• 3-5 years experience as a quota-carrying sales representative in the Mid Market B2B SaaS or equivalent with hands on experience in a shop
• Experience with tech stack tools i.e., ChiliPiper, HubSpot, Zoom, Teams, Slack, G-Suite
• Experience with Salesforce.com required

Key Skills and Qualifications:

• Comfortable with commission-based position driven by monthly quotas (able to handle meeting and exceeding monthly quotas and handling rejections)
• Ability to work in a fast-paced SaaS environment
• Experience using Sales engagement tools: Outreach, SalesLoft, Chorus.ai, Salesforce (we use Salesforce, Zoom, G-Suite, ChiliPiper)
• Track record of success and over-achievement in quota-carrying roles
• Self-motivated team player who enjoys wearing multiple hats and inspiring others to do great work
• Technically proficient and experienced with web technologies (able to present pros/cons, use cases/examples, trends, etc.)
• Strong presentation skills, experience using video conferencing tools i.e., Zoom, Teams, WebEx
• Excellent communication and persuasive skills (both written and verbal), includes communicating on the phone, email, video conferencing, and in-person
• Ability to think on one's feet to creatively solve prospects' business needs
• Positive attitude, confident, and desire to be the bestAttention to detail, strong organization and time
• management skills; ability to work independently
• Disciplined in maintaining daily KPIs to ensure pipeline health and quota achievement
• Able to travel up to 25%

Physical Demands and Work Environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds
• Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening
• Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus
• Noise level in the work environment is usually moderate
• Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone