Mid-Market Account Executive Jobs

Targets middle-market companies with $10M-$1B revenue. Higher responsibility and earning potential.

Becoming a Mid-Market Account Executive is an excellent opportunity for committed and enthusiastic sales professionals to take their sales career to the next level.

In addition to facilitating sales, closing deals, and maintaining positive-growth client relations, they are also expected to provide training and encourage sales growth via SaaS/cloud technology and service delivery to the entire sales department. Their primary target for sales development is among middle-market companies.

What Does Mid-Market Mean?

Typically, the business world categorizes companies into three common categories: small, middle-market, and enterprise. A middle-market business is generally defined as one whose yearly revenue falls between $10 million and $1 billion.

These categories can be further subdivided. In the case of middle-markets, you can find lower middle-market companies that rake in approximately $5 million to $50 million annually, and upper middle-market businesses, which usually bring in between $500 million to $1 billion annually.

Qualities Needed To Be an Effective Mid-Market Account Executive

The position of Mid-Market Account Executive comes with a significant amount of responsibility. The ideal candidate should possess the following qualities:

• Demonstrate ambition, authenticity, resilience, and the ability to adapt to situations as needed.
• A relentless focus on maintaining and enhancing positive customer experiences.
• A demonstrated knowledge and enthusiasm for their company's product or service.
• Extensive experience in sales that leans heavily on building relationships with clients.
• Consistent annual earnings that demonstrate past success as an Account Executive managing mid-market industries.
• A proven top sales performer with a reputation for delivering customer satisfaction.
• Ability and willingness to travel to visit customers either on-site or at industry-related events.

Mid-Market Account Executive Responsibilities

The role of a Mid-Market Account Executive covers a wide range of duties beyond general sales prospecting and development. Responsibilities for this position can include:

• Manage relationships with existing customers.
• Negotiate and close new business opportunities.
• Engage in upselling and cross-selling with existing accounts.
• Search and prospect new clients by phone and email using websites and advertiser databases for leads.
• Perpetuate activity that results in high-volume revenue.
• Work with Account Management and Sales teams to bolster revenue and customer satisfaction.
• Create and deliver presentations, product demonstrations, and value-based solution offerings.
• Identify key regional mid-market prospects. Build and manage sales pipelines in those areas.
• Using a consultative approach, provide strategic advice to help prospects get the most out of a company's products or services.

How Much Can a Mid-Market Account Executive Earn?

Unsurprisingly, a Mid-Market Account Executive earns considerably more than an SMB Account Executive. On average, a Mid-Market Account Executive in the United States earns about $160,000 in compensation annually. The amount is roughly split between base salary and commissions, with both amounts increasing with experience and success.

Top Paying Companies Hiring Mid-Market Account Executives

By total average compensation, the top 20 companies hiring Mid-Market Account Executives in 2022 are:

1. Workday ($261K)
2. Paycom ($266K)
3. Google Cloud ($252K)
4. Coupa ($249K)
5. Workiva ($233K)
6. Segment ($230K)
7. ServiceNow ($223K)
8. Braze ($223K)
9. Pendo ($220K)
10. Cloudera ($220K)

Other top companies include Amazon Web Services ($205K), Autodesk ($198K), GitHub ($195K), and Microsoft ($193K).

Why Target Mid-Market Companies?

While it's true that inking deals with large businesses pulling in billions of dollars a year in revenue can add to your business's reputation, a company's resources run the risk of becoming overwhelmed in dealing with too large a client.

That's why, for many businesses, an ideal target is the mid-market. These companies are big enough to offer considerable revenue but small enough that you can support multiple accounts without spreading yourself too thin.

In addition, mid-market companies are better prepared to invest in growth strategies that go beyond short-term sales. They tend to understand that success requires combining excellent products or services with superior customer experiences.

The Next Step of a Successful Sales Career

Mid-market sales development can be seen as the very definition of win-win. As a market segment, it's ideal for many businesses looking to increase sales with growing companies without taking too many risks or spreading resources too thin.

As a Mid-Market Account Executive, you're perfectly positioned to aid in every stage of the deal, from lead generation to customer care and retention.