# Account Executive, Mid-Market

> Applause · Salt Lake City, United States (Remote) · Full-time · Posted 2026-06-16

**Workplace:** remote

**Department:** Sales

## Description

The **Mid-Market AE** will sell our software to small and medium-sized businesses. They will source new customers through outbound efforts and through attending industry trade shows, and they will work on upselling existing clients.

**  
Responsibilities:**

-   **Account Management**: Own and manage a portfolio of accounts, including identifying growth opportunities, expanding existing customer ARR, and ensuring client success.

-   **Business Development**: Conduct outbound calls and emails to generate new business, and proactively identify opportunities to close net new customers. Manage the full sales cycle from initial contact to close. 
-   **Sales skills**: Conduct comprehensive discovery calls to understand prospect needs and pain points. Deliver compelling product demonstrations and presentations. 
-   **Sales Strategy**: Collaborate with Sales Development Representatives (SDRs) and Marketing to follow up on leads for pest control, lawn care, and HVAC companies. 
-   **Trade Show Engagement**: Attend relevant trade shows and industry events to network, generate leads, and build lasting relationships with potential customers. This will require travel around 2-4 times per quarter. 
-   **Consultative Selling**: Provide consultative sales expertise to identify client needs and deliver tailored solutions that drive measurable value, from streamlining technician efficiency to improving customer retention.
-   **Pipeline Management**: Maintain a robust pipeline of qualified prospects and forecast accurately using Applause's CRM tools. 
-   **Cross-functional Collaboration**: Work closely with Customer Success, Product, and Marketing teams to ensure a seamless customer journey and maximize client satisfaction.

## Requirements

-   **Experience**: 2+ years of B2B software sales experience. A bonus if a candidate has experience in the field services space (pest control, lawn care, HVAC, or other home services industries). 
-   **Sales Acumen**: Demonstrated ability to manage sales cycles, negotiate contracts, and close deals. Proven track record of consistently meeting or exceeding sales quotas. 
-   **Communication Skills**: Exceptional verbal and written communication skills with the ability to articulate value propositions and build trust with senior decision-makers.
-   **Adaptability**: Ability to thrive in a fast-paced, high-growth startup environment, with a willingness to take ownership and adapt to evolving strategies.
-   **Education**: Bachelor’s degree in Business, Marketing, or related field (preferred but not required)
-   **Technology**: Experience with the following sales tools: Hubspot, Apollo, LinkedIn, Etc (preferred but not required)

**Preferred Qualifications:** 

-   Experience selling to SMB technical service providers 
-   Startup or high-growth company experience 
-   History of exceeding quota in a prospecting-focused role

## Benefits

**Benefits:**  100% remote w/ no office mandate | Unlimited PTO | 20 official company holidays | Health care | Life insurance | Stock options | Amazing colleagues | Energetic culture that is positive and celebrates together | Inspiring mission & software product | Ability to grow your career by being early in a fast-growing tech startup

## Apply

[Apply at Applause](https://apply.workable.com/applause-4/j/2F4C9907E3/apply)

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