Sales

Michael Saunders & Company

Sales Executive responsible for owning the full sales cycle from cold to closed contract at an AI decision intelligence platform. Engaging with enterprise customers and building a solid business case for decisions.

Posted 5/12/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSenior💰 $110,000 - $150,000 per yearWebsite

About the role

Key responsibilities & impact

Running discovery that uncovers business decisions and their cost — not research budgets and methodology preferences
Building multi-threaded deal committees: Finance, IT, Legal, CMO, VP Insights — and having a distinct value conversation with each one
Presenting pricing as an investment against a quantified return, not as a software cost to be negotiated down
Constructing business cases that survive procurement scrutiny without the crutch of a free trial
Managing $60K–$480K+ annual contract cycles with 30–90 day close windows
Partnering with Solutions Engineering on complex Enterprise deals
Feeding the pipeline: sourcing, prospecting, and working inbound leads with equal fluency
Contributing to the playbook — this is an opportunity to contribute to the big picture

Requirements

What you’ll need

5–10+ years of B2B SaaS sales, with at least 3 years in net new enterprise or upper mid-market roles
Trained on value-based or solution selling early in your career — MEDDIC, Challenger, Command of the Message, Force Management, or equivalent — at a company that took it seriously
Consistent quota attainment at or above 100% over the last 3 years — with receipts
Experience selling to deal committees: you've had Finance push back on ROI, IT raise security concerns, and a champion go quiet — and you know what to do in each case
Proven ability to build a business case from scratch — without a trial, without a reference customer in the exact vertical, without a discount
Comfortable with $100K–$500K+ ACV and 60–120 day sales cycles
Startup or scale-up experience — you've operated without a full SDR team, written your own sequences, and made things work without a perfect process

Benefits

Comp & perks

Base salary: $110K–$150K depending on experience and geography
OTE: $220K–$350K+ (uncapped)
Equity: meaningful early-stage options
Full benefits: medical, dental, vision, 401K
Fully remote and flexible time off

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B SaaS salesvalue-based sellingsolution sellingMEDDICChallengerCommand of the MessageForce Managementquota attainmentbusiness case developmentcontract management

Soft Skills

communicationnegotiationproblem-solvingcollaborationpresentationstrategic thinkingadaptabilityinfluencingleadershipresilience