Commercial Account Executive - Mid Market (Remote)

General Purpose:

The Commercial Account Executive (Mid-Market) is a strategic, revenue-generating individual contributor responsible for driving expansion, retention, and long-term customer growth across an assigned portfolio of mid-market accounts.

The role exercises independent judgment in developing account strategies, identifying business opportunities, structuring commercial approaches, and managing customer relationships.

The role regularly engages customers and key decision-makers through in-person meetings, business reviews, and field-based sales activities to drive customer retention and revenue growth.

The role is expected to independently influence purchasing decisions, conduct commercial negotiations, and secure customer commitments through consultative, relationship-driven sales interactions conducted both remotely and at customer locations.

Direct Reports:

No

Essential Duties and Responsibilities:

• Develop and independently execute strategic growth plans for mid-market accounts by analyzing customer needs, stakeholder dynamics, and revenue opportunities across the portfolio

• Conduct regular in-person value checkpoints (SBRs), customer meetings, executive briefings, and onsite strategic account reviews to strengthen relationships, identify growth opportunities, and advance commercial objectives

• Independently manage customer-facing sales activities throughout the renewal and expansion lifecycle, including presenting proposals, negotiating commercial terms, and obtaining customer commitments

• Own expansion through cross-sell, upsell, and whitespace opportunities

• Engage Solutions Architects and overlays to design fit-for-purpose solutions and quantify outcomes

• Use insights from Service Managers on adoption, usage, and risk to trigger effective commercial responses

• Lead renewal strategy and commercial negotiations by applying business judgment to retention planning, pricing considerations, and customer-specific growth opportunities

Other Responsibilities:

• Assume account ownership after the first year from Business Development Executives, Inside Sales Representatives, and Channel Managers

• Hold primary commercial responsibility for expansion while Service Managers own account health and experience

• Independently evaluate customer needs, develop strategic business cases, and influence commercial decisions to support successful deal outcomes

• Apply independent judgment to improve and support scalable sales processes, customer engagement strategies, and revenue-driving initiatives