Purpose: The purpose of this role is to hold and meet an annual quota of $400,000 (Fully Ramped ARR Quota). The MM AE will own a book of business and be responsible for expanding existing customers’ ARR as well as sourcing net-new customers through outbound calls & emails, and through attending trade shows. They will focus on closing accounts of businesses with 5-250 technicians within the home service space.
Job 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: Preferred experience with the following sales tools: Hubspot, Apollo, LinkedIn, Etc.
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
100% remote w/ no office mandate | Unlimited PTO | 22 official company holidays | Health care | Life insurance | Amazing colleagues | Energetic culture that is positive and celebrates together | Inspiring mission & software product | Ability to grow your career in a fast-growing tech startup