Mid-Market Account Executive

Summary

Drive new-logo growth across the mid-market segment — own the full cycle (prospect, run, close) with a focus on speed and strong pipeline across Guava's core verticals. Faster than enterprise, but still selling to technical and business stakeholders, often in the same conversation.

What you'll do

• Own outbound prospecting and pipeline generation for mid-market accounts across Guava's verticals.
• Identify and engage key decision-makers across technical and business functions.
• Partner with marketing and SDRs to convert inbound into qualified mid-market opportunities.
• Maintain a full, healthy pipeline with disciplined follow-through.
• Run full-cycle deals from first contact through close, managing shorter/mid-length cycles with speed.
• Lead discovery and solution positioning for technical buyers (eng leads, CTOs) and business buyers (VP Ops, COO, CRO).
• Coordinate with Solutions Engineering and FDEs on technical validation and demos.
• Handle objections, negotiate terms, drive deals to close with urgency; keep CRM accurate.
• Develop working knowledge of Guava's verticals; bring prospect feedback to leadership.

What we're looking for

• 5+ years B2B SaaS/technology sales, consistent record of hitting/exceeding quota on net-new logos.
• Full-cycle deal experience (prospect → close) — not waiting on inbound.
• Comfortable selling to technical and business stakeholders, sometimes the same deal.
• Familiarity with mid-market motions: faster cycles, fewer stakeholders, strong value narrative.
• Experience in one+ of Guava's verticals (healthcare, financial services, insurance, BPO, tech) a strong plus.
• Strong written/verbal communication; sharp demos and compelling follow-ups.
• Organized, coachable, energized by hitting number in a fast-moving environment.
• Based in or willing to commute to LA; full-time, hybrid.

Nice to haves

• Selling AI, voice, or communications technology.
• Exposure to compliance-driven buying (SOC 2, HITRUST, PCI, HIPAA).
• Startup/high-growth experience building the playbook.
• Working alongside Solutions Engineering or technical presales.

Why Guava

• Sell a product with a decade of regulated production proof — real customers, real results.
• Join early and help shape the mid-market motion.
• A technical team that backs every claim in front of a prospect.
• Direct line to leadership and real influence over how the sales org grows.
• Competitive base, uncapped commission, and equity.
• Pay range (OTE): $230,000–$270,000, based on experience and success in the role.