Account Executive

Remote - US | Full-Time | Mid to Senior Level

Compensation: $105,000–$115,000 base salary plus $140,000 in performance-based variable compensation, with total on-target earnings (OTE) of $245,000–$255,000.

About the Role

We are seeking a highly driven and experienced Mid-Market Account Executive (AE) to join our growing Go-to-Market team. This is a critical revenue-generating role responsible for identifying, developing, and closing new business opportunities within the mid-market segment (companies typically $50M - $500M in revenue). The ideal candidate is a proactive hunter who excels at building relationships, executing complex sales cycles, and positioning Balto’s AI platform as a mission-critical tool for contact centers.

What You'll Own

Revenue Generation & Execution

Deliver on quarterly and annual quota metrics
Manage the full sales cycle from initial qualification and discovery through negotiation and close.
Proactively prospect and generate new pipeline through targeted outreach, leveraging internal resources, and following up on Marketing-generated leads.
Develop and present compelling, tailored value propositions to key stakeholders, including C-level executives.

Forecasting

Maintain a predictable and accurate sales forecast, providing the Sales Leadership team with clear visibility into pipeline health and deal progression.
Own and manage your territory and account list, developing strategic account plans to maximize coverage and conversion.
Partner with Solution Engineer to deliver tailored product demonstrations and POC’s
Ensure accurate and up-to-date documentation of all sales activities in the CRM (Salesforce).

Expertise & Collaboration

Become a subject matter expert on the AI Contact Center space, the competitive landscape, and Balto’s product capabilities.
Drive collaboration with Marketing, Product, and Customer Success to ensure seamless customer handoffs and shared success.

What We’re Looking For

Required Experience

4+ years of successful, quota-carrying sales experience as an Account Executive, ideally selling Ai SaaS solutions into the mid-market or enterprise segment.
Proven track record of consistently meeting or exceeding annual sales targets.
Expert-level proficiency with CRM (preferably Salesforce) and sales execution tools (preferably Gong)
Strong understanding of the contact center and/or AI landscape is a plus.

Skills and Competencies

Exceptional closing skills with a consistent ability to navigate and execute complex, multi-threaded deals.
Highly organized with strong pipeline and territory management skills.
Excellent communication, presentation, and negotiation skills, with the ability to articulate value to both business and technical audiences.
A high-energy, resilient, and collaborative team player with a strong hunter mentality.

This is a remote role, open to candidates anywhere in the US, with occasional travel for in-person company all-hands events up to 4 times a year.