Account Executive – Mid Market, SaaS Security Workforce Management Software

Trackforce Valiant + TrackTik

Account Executive for Mid-Market SaaS Security Workforce Management Software focusing on new logo acquisition and existing customer expansion. Responsible for managing a defined territory and driving sales efforts.

Posted 5/5/2026full-timeRemote • 🇺🇸 United StatesMid-LevelSeniorWebsite

Tech Stack

Tools & technologies

Apollo

About the role

Key responsibilities & impact

New logo quota in your assigned territory — full cycle from prospect to close, with meaningful self-sourced pipeline expected alongside BDR-sourced opportunities.
Named account book — build real account plans, expand into additional modules, users, sites, and geographies, and run multi-year renewal and expansion motions.
Executive engagement — Director and VP-level conversations are the default, not the exception. You'll be expected to build and defend executive relationships inside your top accounts.
Forecast discipline — accurate Salesforce hygiene, weekly pipeline reviews, and MEDDPICC-quality qualification on every deal above threshold.
Commercial negotiation — pricing, terms, multi-year structures, and discount governance within company guidelines.
Territory leadership — you run targeted campaigns, ABM plays, and field activity inside your patch. You are the CEO of your territory.

Requirements

What you’ll need

Full-cycle selling experience — prospect to close, not just closing BDR-sourced pipeline.
Fluency with at least one modern qualification methodology (MEDDPICC preferred; Challenger, Value Selling, Command of the Message, or J. Barrows also acceptable).
Working command of Salesforce, a sales engagement platform (Outreach, Salesloft, or Gong Engage), and a prospecting data tool (ZoomInfo, Apollo, or Lusha).
Demonstrated ability to build pipeline without waiting for marketing or BDRs to hand it to you.
Proven executive relationship-building — you can name the VPs and Directors who will take your call today.
Strong commercial instincts on pricing, terms, and multi-year structures.
English fluency.

Benefits

Comp & perks

Fully remote & flexible work
Open Time Off (OTO) policy
Medical, dental & vision coverage
Health Savings Account (HSA)
Life, AD&D & disability insurance
401(k) with company match
Wellness & mental health support
Travel assistance & global support
Employee referral program

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

full-cycle sellingMEDDPICCChallengerValue SellingCommand of the MessageJ. Barrowscommercial negotiationpipeline buildingpricing structuresdiscount governance

Soft Skills

executive relationship-buildingcommunicationleadershipnegotiationorganizational skillsstrategic thinkingself-sourcingaccount planningterritory managementcollaboration