Mid-Market Account Executive

About Pantheon

Pantheon WebOps Platform powers the open web, running more than 300,000 sites in the cloud for customers including Google, Princeton, Salesloft, and Doctors Without Borders. Every day, thousands of developers and marketers create, iterate, and scale WordPress and Drupal sites to reach billions of people globally. Pantheon’s multitenant, container-based platform enables organizations to manage all of their websites from a single dashboard. Organizations including Clorox and the United Nations drive results through accelerated development and real-time publishing using Pantheon’s collaborative workflows.

The Role

Pantheon is seeking a driven, results-oriented Mid-Market Account Executive to focus on acquiring new business and driving revenue growth. This is a hunter role with a focus on net-new business, targeting mid-market accounts. As a critical member of our sales team, you’ll develop and execute a strategic sales plan to close deals, build strong client relationships, and contribute to Pantheon’s success.

Our ideal candidate has a proven track record of success in SaaS or PaaS sales, thrives in a fast-paced environment, and brings a scrappy, resourceful approach to building and managing a robust pipeline. You’ll need to be comfortable with outbound efforts, technical conversations, and selling Pantheon’s value proposition to technical personas and C-suite executives alike.

What you Need to Succeed

• Drive net new business by generating a pipeline through outbound prospecting, partner collaboration, and strategic territory management.
• Lead discovery calls and navigate technical sales conversations with CTOs, CIOs, CMOs, Directors, VPs, and other executive-level stakeholders, including technical and marketing buyers.
• Deliver compelling value propositions, leveraging a methodology like Force Management’s Command of Message.
• Effectively qualify opportunities using frameworks like MEDDIC.
• Own and exceed your annual quota by closing deals while identifying new opportunities.
• Manage the entire sales process from lead generation to close, maintaining a focus on speed-to-value and customer success.
• Maintain a disciplined approach to pipeline management and forecasting to ensure consistent revenue achievement.
• Collaborate cross-functionally with Sales Development, Sales Engineering, Professional Services, and Customer Success to ensure a seamless and effective buyer’s journey

What you Bring to the Table

• 3-7 years of experience in technical or MarTech SaaS sales, with a strong focus on outbound efforts and net new business acquisition.
• Comfortable selling to a developer persona
• Experience with established sales methodologies like Force Management’s Command of the Message or Winning by Design's SPICED.
• Familiarity with qualification frameworks like MEDDIC or SPICED
• Proven ability to generate your pipeline through outbound calling, prospecting, and identifying top targets.
• Demonstrated success in closing deals consistently and achieving or exceeding quota.
• A resourceful, scrappy mindset, able to build pipeline and opportunities without heavy lead support or brand recognition.
• Strong ability to ramp quickly and adapt to a technical sale, often starting with technical stakeholders.
• Exceptional communication, negotiation, and relationship-building skills.
• Polished, professional demeanor with the ability to engage effectively at all organizational levels.
• Familiarity with open-source technology is a significant advantage
• Willingness to travel approximately 20-30% of the time

What We Offer

We have all the usual perks and benefits but what we can really offer you is a fantastic work environment powered by an amazing team.

• Industry competitive compensation and equity plan
• Flexible time off, sick days, and 13 paid holidays
• Comprehensive medical insurance including Health, Dental and Vision
• Paid parental leave (plus fertility, adoption and other family planning benefits)
• Monthly allowance for wellness, reading and access to LinkedIn Learning for continued development
• Events and activities both team-based and company wide that inspire, educate and cultivate

Pantheon is an equal opportunity employer and we welcome applications from all backgrounds regardless of race, color, religion, sex, national origin, ancestry, age, marital status, sexual orientation, gender identity, veteran status, disability, or any other classification protected by law. Pantheon complies with federal and local disability laws and makes reasonable accommodations for applicants and employees with disabilities. If you need a reasonable accommodation due to a disability for any part of the interview process, please contact [email protected]. Pursuant to local and federal regulations, Pantheon will consider qualified applicants with arrest and conviction records for employment.

The US OTE range for this position is $200,000 - $230,000 per year. Our salary ranges are determined by the role, level, and location.

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