Senior Mid-Market Account Executive

THE OPPORTUNITY:

This existing vacancy is open to candidates that reside anywhere in the U.S. or Canada, with preference for those near Chicago, IL or Toronto, ON for periodic in-person collaboration.

Are you a seasoned, results-driven sales professional with a track record of building robust pipelines and consistently exceeding quota? VelocityEHS is seeking a Senior Mid-Market Account Executive to drive new customer acquisition and expand our market reach. You'll be at the forefront of our growth, owning the full sales cycle from initial contact to close within the mid-market space, with a focus on larger, more complex deals.

This role is centered on acquiring new logos. You won't be responsible for renewals, but you will have the opportunity to expand what you sell within your new accounts. Your mission is clear: generate pipeline, close new customers, and accelerate VelocityEHS’s presence in high-potential markets. You'll combine a consultative, value-based selling approach with a hunter's mindset, navigating complex buying groups and acting as a trusted advisor to C-level executives and key stakeholders.

If you thrive on opening doors, navigating complex sales cycles, and making a tangible impact on employee safety and operational excellence, this is the role for you.

Primary Duties and Responsibilities

• New Logo Acquisition: Own a quota for new business bookings in the mid-market segment (typically organizations with up to 6,000 employees). Consistently deliver against defined quarterly and annual sales targets.
• Strategic Prospecting: Actively self-source pipeline through outbound prospecting, partner collaboration, and strategic outreach. Use a multi-touch strategy to reach executives across Safety, Operations, Risk, and IT.
• Complex Sales Ownership: Run a full-cycle sales process—from discovery and demo to proposal, legal review, and close—using a consultative, value-based approach rooted in MEDDPICC.
• Stakeholder Engagement: Navigate complex buying groups and build multithreaded relationships with executives and key stakeholders across the C-suite, Legal, Procurement, and IT. Guide prospects through the decision-making process
  with confidence and clarity.
• Internal Collaboration: Act as the quarterback for the internal VelocityEHS team. Work cross-functionally with SDRs, Solutions Consultants, Marketing, and Executive Sponsors to shape and support strategic sales motions.
• Forecasting & Reporting: Maintain an accurate and up-to-date pipeline and forecast in Salesforce. Proactively communicate progress, risks, and upside to sales leadership.
• Industry Presence: Represent VelocityEHS at virtual and in-person events, conferences, and trade shows, actively generating interest and advancing strategic deals.

Minimum Skills and Qualifications

• Sales Experience: 5+ years of full-cycle, quota-carrying B2B SaaS sales experience, with a focus on net-new business, with at least 2 years in SaaS sales, and ideally focused on net-new business.
• Complex Sales Cycles: Proven experience managing longer, more complex sales cycles with multiple stakeholders, procurement, and legal review.
• Top Performer Track Record: A documented history of exceeding sales targets and outperforming peers in a competitive sales environment.
• Prospecting Mastery: Skilled at self-sourcing leads, leveraging intent data, and working cold outbound. Proficient with modern sales tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator.
• Methodical Approach: Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow-up, and pipeline hygiene.
• Tech-Savvy: Proficient in sales tools like Salesforce, Outreach, Gong, and G2. Able to leverage data and insights to prioritize activity and improve outcomes.
• Communication & Negotiation: Exceptional verbal and written communication skills with the executive presence to sell and negotiate with C-level stakeholders.
• Resilient & Competitive: Adaptable, tenacious, self-motivated, and goal-oriented with a love of challenges and a strong work ethic.
• Bachelor’s Degree or Equivalent Experience: Degree in Business, Communications, or a related field is preferred.

Preferred Skills and Qualifications

• Formal Sales Training: Completion of formal training in a recognized methodology (e.g., MEDDPICC certification).