Mid-Market Account Executive (Lower Segment)

Location: This is an onsite role based at Nextiva’s Scottsdale headquarters (9451 E. Via de Ventura, Scottsdale, AZ 85256). Working together onsite strengthens how we operate, enabling faster decisions, clearer communication, and stronger execution, so you can make a greater impact and move work forward with speed and clarity. 

In-Office Expectation: This role is expected to work onsite four days per week. Specific scheduling and flexibility will be guided by your leader to support both team collaboration and individual productivity. 

Nextiva is expanding our Lower Mid-Market sales team to support growing demand from customers in the 21–50 employee segment. As a Lower Mid-Market Account Executive, you will execute a high-velocity, full-cycle sales motion across multiple lead sources, including inbound inquiries, XDR hot transfers, channel-sourced opportunities, chat, and outbound prospecting.

This role is designed for sales professionals who thrive in a fast-paced environment and excel at managing a high volume of opportunities. Success requires strong pipeline discipline, efficient qualification skills, and the ability to quickly identify customer needs and position Nextiva's UCaaS solutions. You will guide prospects through a streamlined sales process with an average deal cycle of less than 30 days.

What You'll Do

• Manage multiple lead channels simultaneously, including inbound, XDR hot transfers, chat-generated leads, and channel opportunities.
• Conduct efficient discovery conversations to identify customer needs, business challenges, and decision-making criteria.
• Deliver tailored product demonstrations focused on business outcomes and customer value.
• Apply structured qualification methodologies to maintain pipeline quality and accelerate deal progression.
• Manage a high-velocity pipeline with consistent movement and timely follow-up across all stages in Salesforce.
• Create urgency and maintain momentum throughout a streamlined sales cycle.
• Build and maintain an active target account list within the 21–50 employee segment.
• Generate additional pipeline through proactive outbound prospecting and account engagement.
• Collaborate closely with XDRs, channel partners, and cross-functional teams to maximize conversion opportunities.
• Maintain accurate opportunity data and forecasting through disciplined Salesforce management.
• Achieve monthly performance expectations tied to pipeline generation, conversion rates, and closed revenue.

What You Need to Have

• 2+ years of full-cycle sales experience, including discovery, demonstrations, negotiation, and closing.
• Experience selling into SMB organizations or businesses within the 21–50 employee range.
• Ability to manage a high volume of opportunities while maintaining responsiveness and attention to detail.
• Experience working within short sales cycles, ideally less than 30 days.
• Proficiency using Salesforce for pipeline management, forecasting, and sales execution.
• Strong qualification and objection-handling skills.
• Excellent communication, presentation, and relationship-building abilities.
• Self-motivated with the ability to prioritize effectively in a fast-paced, high-volume environment.
• Ability to thrive in a collaborative onsite sales culture.

Strong Preferences

• Experience selling UCaaS, SaaS, cloud communications, or related technology solutions.
• Experience balancing inbound and outbound sales motions simultaneously.
• Familiarity working with channel-generated opportunities.
• Track record of success in a high-velocity sales environment with monthly revenue targets.

Nextiva DNA (Core Competencies)

Nextiva’s most successful team members share common traits and behaviors:

• Drives Results: Action-ori