Account Executive, Mid-Market

Summary

Ignition is a revenue and billing automation platform for firms and agencies, helping businesses manage proposals, invoicing, payments, and workflows. The Mid-Market Account Executive will own and grow a portfolio of Mid-Market and Enterprise CPA firms across the US and Canada, building stakeholder relationships and leading consultative sales processes. The role is responsible for developing pipeline, guiding opportunities through the full sales cycle, and achieving revenue targets.

Responsibilities

• Own and grow a defined book of business across Mid-Market and Enterprise CPA firms in the US and Canada
• Build trusted relationships across multiple stakeholders within each account, including partners, firm owners, operational leaders, and other key decision-makers
• Lead consultative discovery conversations to understand firm goals, current workflows, pain points, and opportunities for impact
• Deliver tailored demos that align Ignition’s solution to each firm’s priorities and business outcomes
• Drive opportunities through the full sales cycle, from initial engagement and discovery through evaluation, commercial conversations, and close
• Develop and execute account strategies that deepen engagement, expand stakeholder alignment, and increase pipeline quality within your portfolio
• Maintain a strong meeting cadence through a mix of virtual and in-person interactions, including travel when needed based on seasonality and opportunity stage
• Prioritize and manage your pipeline with clear next steps, strong follow-up, accurate forecasting, and disciplined opportunity progression
• Partner cross-functionally with Marketing, Customer Success, Sales Leadership, and other internal teams to deliver a high-quality buying experience
• Consistently generate and progress qualified pipeline while delivering against revenue targets and key sales performance metrics

Skills

• Driven to excel, consistently aiming for top leaderboard positions by exceeding quotas monthly
• Eager to engage in daily calls, recognizing that mastery arises from consistent practice, with success tied to focusing on the right tasks
• Take full ownership of the sales process, executing each step meticulously from prospecting to closing
• Able to navigate longer deal cycles successfully bringing them to a close
• Deliver personalized messaging at every touchpoint to resonate with buyers and spur further interest
• Skilled in objection handling and negotiation, confidently advocating for your solution's transformative potential
• Exceptional organizational skills ensure flawless execution of sales processes, while maintaining a high service level with our customers
• Proficient in proven sales methodologies like GAP Selling, SPIN, SPICED, or MEDDICC, with a continuous desire to enhance learning
• Experienced in utilizing sales enablement tools such as CRM, sequences, and call intelligence platforms (e.g., HubSpot, SFDC, Outreach, Gong, Apollo)
• Must have 3+ years in full cycle sales with experience selling directly to accounting firms in the Mid Market segment
• Experience in a B2B SaaS organization is a plus
• Ability to work in a fast paced, agile environment
• You think creatively and share your interesting points of view and best practices with your peers
• Experience researching, prospecting, and cold calling into a large list of new business accounts
• Proven track record of achieving sales metrics and consistent achievement of year-over-year quota attainment
• Able to effectively articulate your daily process - what is your 20 mile march?

Qualifications

Must Haves

• Driven to excel, consistently aiming for top leaderboard positions by exceeding quotas monthly
• Eager to engage in daily calls, recognizing that mastery arises from consistent practice, with success tied to focusing on the right tasks
• Take full ownership of the sales process, executing each step meticulously from prospecting to closing
• Able to navigate longer deal cycles successfully bringing them to a close
• Deliver personalized messaging at every touchpoint to resonate with buyers and spur further interest
• Skilled in objection handling and negotiation, confidently advocating for your solution's transformative potential
• Exceptional organizational skills ensure flawless execution of sales processes, while maintaining a high service level with our customers
• Proficient in proven sales methodologies like GAP Selling, SPIN, SPICED, or MEDDICC, with a continuous desire to enhance learning
• Experienced in utilizing sales enablement tools such as CRM, sequences, and call intelligence platforms (e.g., HubSpot, SFDC, Outreach, Gong, Apollo)
• Must have 3+ years in full cycle sales with experience selling directly to accounting firms in the Mid Market segment

Nice to Haves

• experience in a B2B SaaS organization is a plus
• Ability to work in a fast paced, agile environment
• You think creatively and share your interesting points of view and best practices with your peers
• Experience researching, prospecting, and cold calling into a large list of new business accounts
• Proven track record of achieving sales metrics and consistent achievement of year-over-year quota attainment
• Able to effectively articulate your daily process - what is your 20 mile march?

Benefits

• Employee stock options
• 20 days accrued paid time off
• 10 days of wellbeing days
• Health/Dental/Vision insurance from day 1
• Annual education allowance to support your professional growth
• Employee recognition program
• Quarterly wellness allowance to spend on your wellness
• Paid subscription to Headspace and LifeWorks EAP & Wellbeing Platform
• Flexible working supported by work from office reimbursement and mobile allowance to allow you to set yourself up safely to work from home
• Personal tax return assistance
• Paid parental leave
• An extra paid day off to celebrate your birthday
• Volunteering leave