Mid-Market Account Executive

ABOUT US Accord http://inaccord.com/ is a breakout Series A startup (funding announcement https://techcrunch.com/2023/01/24/accord-which-offers-a-platform-to-manage-sales-processes-secures-10m/) founded by proven leaders from Stripe, LinkedIn, and Google. Accord’s high-bar for execution has quickly led to big wins, including:

• Driving 100+ paying customers under 12 months of launching
• Partnering with industry leaders such as Samsara, http://harvey.ai/Harvey.ai http://Harvey.ai, Decagon, Xactly etc.
• Raving reviews from its 10,000+ users, G2 Feedback https://www.g2.com/products/accord-accord/reviews The company is on a mission to transform how Revenue Leaders drive Execution Excellence. From setting and enforcing standards for how their GTM team sells, onboards, and expands with customers, ambitious leaders use Accord to up-level the craft of Sales. With hubs in Toronto & San Francisco, Accord is bringing on passionate builders who sweat the details and want to build something special. If you’re interested in being part of a collaborative, high-velocity team that is dedicated to excellence in its craft, apply. THE TEAM We're scaling the Sales org at Accord and looking to add Mid Market Account Executives to report to our VP of Sales, David McMurchy https://www.linkedin.com/in/david-mcmurchy-9096ab54/. Everyone at Accord is a product person, and we use what we sell every day. We're radically collaborative; no lone wolves win deals here. You'll be selling category-defining GTM tech to the GTM leaders setting the bar for modern revenue excellence, which means we hold a 10/10 bar for the craft of sales. GTM sales takes a village on both sides of the table. Coordinating stakeholders, building influence, and multi-threading through complex committees is how you win. If you take it personally for your buyers, your peers, and your craft - Accord is for you! THE ROLE
• Full-cycle sales: prospecting, discovery, demos, multi-threading, negotiation, close & expand
• Pipeline mix: ~50% outbound / 50% inbound
• Account Mix: 80% net new / 20% expansion across existing accounts
• Average deal size: $30K–$100K ACV
• Cycle length: 45–180 days
• Buyers: Multi-thread to GTM execs (CRO, VP Sales, RevOps, CS, Enablement). Speak their language and co-sell with your internal leadership team.
• Improve the sales motion: Iterate on the playbook - what’s landing and what isn’t
• AI: Research deeper, prep faster, sell sharper. Full Claude licenses given to all sellers. WHAT YOU'LL BRING
• Track record. 6+ years of closing experience in enterprise B2B SaaS.
• Consistent performance. $1M+ quotas with consistent over-attainment.
• Enterprise wins. $250K+ ACV deals into Fortune 1000 or category-defining buyers.
• Executive selling. You've owned the room with VP / C-suite execs.
• Storytelling. Anchors deals in business transformation, not features.
• Outbound chops. Proven outbound and network-based sourcing.
• Demo craft. You own the demo motion end-to-end.
• Resilience. You bounce back and keep going.
• Competitiveness. A 10/10 bar for yourself and the room you're in.
• Curiosity. You go deep on the buyer, the category & the product.
• Coachability. Feedback changes how you work the next day.
• Works in ambiguity. The playbook isn't finished; you'll help write it. LOCATION:
• We're a hybrid team in the office 3x per week in Toronto or San Francisco, depending on the role. OUR VALUES
• 🐼 Everyone is a Product Person — We share a builder’s mindset and passion for great products.
• 🐝 Radical Collaboration — We win, grow, and learn together—across teams and functions.
• 🦄 10/10 — We go beyond great; the final 10% delivers 90% of the value.
• 🦁 Integrity Over Everything — We do the right thing, even when no one’s watching. WHY YOU’LL LOVE WORKING HERE
• Competitive top-percentile pay & equity
• Unlimited PTO
• Health, dental, vision, life, and disability coverage
• Bi-annual team offsites (meet your teammates IRL!)
• Hybrid work environment (3 days in-office per week) COMMITMENT TO INCLUSION, EQUITY & DIVERSITY We believe innovation thrives when diverse perspectives come together. We’re committed to creating an inclusive environment where everyone feels valued, heard, and empowered to contribute their authentic selves. We welcome candidates of all backgrounds and identities to join our team of Accordions. WHAT SALES LEADERS ARE SAYING “With Accord, we ended up displacing not just People.ai http://People.ai, but the need for one of our enablement platforms as well. The content management piece, the deal-level execution, and the ability to surface internal components like approval matrices or quoting instructions at the right time, for every deal, was a game changer.” Bayley Fesler, Director of Revenue Operations, Xactly "This is a sales tool that the team tells me they can't live without anymore. They would be so upset if we took it away from them, which I never hear about tools.” Niki Phillips, VP of Enterprise Sales, Hootsuite "Accord is poised to give us meaningful metrics and tangible insights into how our methodologies are actually being adopted and used in the field, which is a game-changer for proving the impact of our enablement programs.” Aaron C, Revenue Enablement Manager at Greenway Health

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