Mid-Market Account Executive

Mid-Market Account Executive

At Submittable, we are transforming how organizations create social impact. Our platform empowers thousands of mission-driven organizations, from nonprofits to government entities, to make a difference in their communities and beyond. In 2024, our innovative software helped organizations worldwide run 30,000 programs, welcomed 1.2 million applicants, and facilitated the distribution of more than $10 billion in funding through our products on behalf of our clients.

We are on a mission to help organizations accelerate their impact, so we are proud to partner with organizations focused on Equity & Social Justice, Children & Education, Creative & Arts, Health & Wellness, Economic Justice & Opportunity, and Environment & Climate. At Submittable, technology and purpose converge, offering a unique opportunity to contribute to meaningful change.

About the role

The Mid-Market Account Executive drives new business and expansion revenue for Submittable's grants management and corporate social responsibility (CSR) software with mid-sized organizations, including foundations, nonprofits, and corporations. The role manages the full sales cycle, from building pipeline through closing, and is accountable for achieving monthly, quarterly and annual quota and KPIs.

The role works with Sales Development, Solutions Engineering, Marketing, and Customer Success to qualify opportunities, propose solutions that fit each customer's programs, and share what it learns in the market, helping customers run programs that serve their communities.

Key Responsibilities

• Own a quota for new business and customer expansion revenue, managing a pipeline of mid-market opportunities to meet monthly, quarterly, and annual targets.

• Build pipeline through self-directed outbound prospecting, in addition to inbound and SDR-sourced opportunities.

• Run the full sales cycle, including discovery calls, tailored product demonstrations, pricing proposals, and negotiation through contract signature.

• Qualify and advance opportunities using MEDDPICC and Submittable's opportunity management practices, and keep an accurate forecast for every open opportunity.

• Keep account, opportunity, and activity data current in Salesforce, and use the Sales team's tools, including AI-assisted workflows, to manage outreach and deal progress.

• Respond promptly and accurately to prospect and customer questions, partnering with Solutions Engineering and other teams when a deal needs specialist input.

• Review sales metrics with the Sales Manager, share customer and vertical insights with Marketing and Sales, and suggest improvements to sales plays and processes.

• Maintain current Submittable Sales certifications and complete required training.

• Skills & Competencies

• 3+ years of quota-carrying B2B SaaS sales experience, including closing new business through a full sales cycle.

• Experience qualifying and managing deals with a structured sales methodology such as MEDDPICC.

• Experience prospecting outbound and building a self-sourced pipeline alongside inbound leads.

• Experience delivering product demonstrations and presenting pricing to buyers with different roles and priorities.

• Experience using a CRM such as Salesforce to manage pipeline and forecast accurately; experience with Gong, Salesloft, Nooks, or ZoomInfo preferred.

• Experience selling to foundations, nonprofits, corporations, or government agencies preferred.

• Organizes time and pipeline to balance prospecting, active deals, and follow-up, and reviews own metrics to adjust activity.

• Writes and speaks clearly with prospects, tailors messages to their needs, and follows through on commitments.

• Works with SDRs, Solutions Engineering, and Customer Success to share information and hand off new customers smoothly.

• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

• Compensation: The on-target earnings (OTE) for this role are $136,000–$160,000, which includes base salary plus variable compensation tied to performance. Final compensation will be based on experience, skills, and qualifications.

• We are interested in every qualified candidate eligible to work in the United States; however, we cannot accommodate scholastic or employment visas at this time. In addition, we are not able to consider applicants who reside in the following states: Alaska, Delaware, Hawaii, Louisiana, Maine, New Mexico, North Dakota, Oklahoma, Rhode Island, Vermont, Washington, West Virginia, and Wyoming.

• We believe our approach streamlines the hiring process and respects your time by ensuring that every conversation is substantive and focused on your unique qualifications. We appreciate your cooperation and look forward to learning more about you.