Middle Account Executive

What Your Impact Will Be

• Identify and pursue net-new opportunities within your territory, across K-12 districts and the broader safety software market.
• Build and maintain a qualified pipeline aligned to company growth targets.
• Own the full sales cycle from initial engagement through contract execution, including navigating formal procurement or RFP processes where applicable, particularly with public-sector accounts.
• Manage expansion and renewal conversations within your own closed accounts, partnering with marketing and the training and onboarding team to identify opportunities as clients ramp up and grow.
• Develop and maintain accurate forecasts for bookings and pipeline progression.
• Maintain accurate, timely CRM records in Zoho CRM, including pipeline stage, stakeholder context, and next steps, to keep forecasting and pipeline visibility current.
• Establish and grow relationships with key stakeholders within target accounts, from day-to-day users to executive decision-makers.
• Lead product demonstrations and technical conversations directly with prospects, working with the Director of Sales and Marketing on positioning and deal strategy as needed.
• Represent nSide at industry events, conferences, and customer meetings.
• Build relationships with relevant third-party or channel partners where applicable.

What We Are Looking For

• 3-5+ years of experience in B2B or SaaS sales, with a track record in net-new business development.
• Demonstrated success managing full-cycle, complex sales processes.
• Experience leading customer presentations and discussions with senior decision-makers.
• Experience working with multi-stakeholder buying committees.
• Comfortable owning both new business and ongoing expansion or renewal within an account.
• Strong communication, interpersonal, and presentation skills.
• Experience using CRM systems (Zoho CRM experience a plus).
• Bachelor's degree or equivalent experience.

What Would Make You Stand Out

• Experience selling to K-12 districts, education, public sector, or other regulated markets.
• Familiarity with school safety, physical security, or emergency communication and preparedness software.
• Experience navigating RFP-driven or formal procurement sales environments.
• Experience selling complex, configurable enterprise software solutions.

Competencies

• Strong business and sales acumen.
• Effective communication and presentation skills.
• Ability to deliver clear, compelling presentations to technical and non-technical audiences.
• Relationship-building and stakeholder management.
• Negotiation and closing discipline.
• Organizational and planning skills.
• Persistence and resilience across both new-business and account-growth motions.

How Success Is Measured

• Achievement of bookings and revenue targets.
• Growth of qualified net-new pipeline.
• Expansion and renewal performance within your account base.
• Forecast accuracy and pipeline visibility.
• Strength of relationships within target and existing accounts.
• Quality and consistency of CRM documentation.

Work Environment

This role operates in a remote work environment with regular interaction with internal teams and customers. The position requires the ability to work independently while maintaining strong collaboration across Sales, Marketing, and the training and onboarding team.

Travel

This position is remote and requires travel to customer sites, industry events, and internal meetings as needed, estimated at 20-30%, primarily domestic.

Physical Demands

This is primarily a sedentary role requiring regular use of a computer and communication tools. Occasional travel may require lifting materials up to 20 pounds.

Compensation

$80,000 base salary plus commission