Mid-Market Account Executive

THE OPPORTUNITY:
This existing vacancy is open to candidates that reside in the United States and Canada. Preference for those near Chicago or Toronto for periodic in-person collaboration.
Are you a results-driven sales professional passionate about building pipeline, driving new business, and consistently exceeding quota? VelocityEHS is seeking a Mid-Market Account Executive to help us grow our customer base by acquiring net-new logos in the Mid-Market/SMB segment. You'll be the tip of the spear - owning the full sales cycle, uncovering opportunity, and winning new business.
This role is focused on new customer acquisition. You won't manage renewals, but you will have an opportunity to expand what you sell. Your mission is simple: create pipeline, close new customers, and accelerate VelocityEHS's reach into high-potential markets.
As the primary point of contact for prospective customers, you'll combine a consultative, value-based selling approach with a hunter's mindset. You'll educate, challenge, and inspire prospects to adopt a solution that protects workers and drives operational excellence. If you thrive on opening doors, delivering impactful demos, and bringing in new business, while making a difference in employee safety - this is your role.
Primary Duties and Responsibilities

• New Logo Acquisition: Own a quota for new business bookings in the MidMarket/SMB segment (typically organizations with up to 5,000 employees). Deliver against defined quarterly and annual sales targets.
• Pipeline Generation: Self-source pipeline through outbound prospecting, research, and strategic outreach. Maintain 3× coverage and a consistent rhythm of top-of-funnel activity.
• Sales Process Ownership: Run a full-cycle sales process - from discovery to demo to proposal to close - using consultative, MEDDPICC-driven qualification and value selling.
• Stakeholder Engagement: Build multi-threaded relationships with buyers across Safety, Operations, IT, Finance, and the C-suite. Guide prospects through the decision-making process with confidence and clarity.
• Internal Collaboration: Work cross-functionally with SDRs, Solutions Consultants, Customer Support, and Marketing to target accounts, deliver customized presentations, and increase deal velocity.
• Forecasting & Reporting: Maintain an accurate and up-to-date pipeline and forecast in Outreach. Proactively communicate progress, risks, and upside to sales leadership.
• Industry Representation: Represent VelocityEHS at virtual and in-person events, conferences, and trade shows, actively generating interest and capturing qualified leads.

Minimum Skills and Qualifications

• Sales Experience: 3+ years of full-cycle, quota-carrying B2B SaaS sales experience, ideally focused on net-new business.
• Complex Sales Cycles: Experience with longer or more complex sales cycles involving multiple stakeholders, procurement, and legal review.
• Top Performer Track Record: Proven ability to exceed sales targets, consistently outperform peers, and close deals in competitive sales environment
• Prospecting Mastery: Skilled at self-sourcing leads, working cold outbound, leveraging intent data, establishing and working referrals, using tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator.
• Methodical Approach: Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow-up, and pipeline hygiene.
• Tech-Savvy: Proficient in sales tools like: Salesforce, Outreach, Gong, G2.. Able to leverage data and insights to prioritize activity, market trends and improve outcomes.
• Communication & Negotiation: Exceptional verbal and written communication skills with the executive presence to sell and negotiate with VP and C-level stakeholders.
• Resilient & Competitive: Adaptable, tenacious, self-motivated, and goal-oriented with a love of challenges, strong work ethic and a drive to win in a fast-paced environment.
• Bachelor's Degree or Equivalent Experience: Degree in Business, Communications, or related field preferred

Preferred Skills and Qualifications

• Formal Sales Training: Completion of formal training in a recognized methodology (e.g., MEDDPICC certification)
• Vertical Experience: Domain knowledge in relevant industries such as Manufacturing, Chemical, Pharmaceutical, Food & Beverage, Oil & Gas, and Mining is a plus.
• Data-Driven Decision Making: Ability to interpret performance data and apply insights to optimize personal sales strategies.

Why Join our Sales Team?

• Mission with Meaning: Sell solutions that help companies create safer, more sustainable workplaces - and make a real-world impact.
• Market Leadership: Join the clear category leader in EHS/ESG software, trusted by 10+ million users worldwide.
• Focused Role: 100% new logo acquisition - no renewals, no upsells, no distractions.
• Uncapped Earnings: Competitive base salary and uncapped commission with aggressive accelerators.
• Career Growth: Clear promotion paths into senior sales, enterprise roles, or leadership.
• Award-Winning Culture: Recognized as a Top Workplace with a coaching-driven, team-first environment
• Coaching Culture: Join a team with long-tenured leadership, consistent coaching, and a strong peer culture.
• Remote Flexibility: Work from anywhere in the U.S. or Canada, with preference for those near Chicago or Toronto for periodic in-person collaboration.
• Modern Tools: Access to the full VelocityEHS sales stack investing in your success - Salesforce, Outreach, Gong, 6sense, ZoomInfo, LinkedIn Sales Navigator, and more.

VelocityEHS is committed to competitive, fair, and equitable compensation practices by offering market-based salary ranges. The expected On-Target Earnings (OTE = base salary + variable) range for this position is between $96,400 and $145,600 USD (United States) or $98,700 and $144,600 CAD (Canada), with variable earning opportunities uncapped. We aim to hire between the minimum and midpoint of the salary range and offers at the maximum of the range are uncommon. The final offered salary will be based on candidate's proficiency in skill set, prior relevant experience, internal equity, market considerations, and other factors. This role is eligible for a Variable Pay Program. This role is also eligible for our comprehensive benefits package.
If you're a proven hunter who loves building pipeline, closing deals, and making an impact, VelocityEHS is the place for you. Join us and help companies protect their people while growing your own career!
We welcome and encourage diversity in the workplace. VelocityEHS is an Equal Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to age, race, color, national or ethnic origin, religion, sex, sexual orientation, gender identity or expression, marital status, family status, veteran status, Indigenous/Native American status, or disability. Applicants with disabilities can request accessible formats, communication supports, or other accessibility assistance by contacting [email protected]
Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. VelocityEHS does not accept unsolicited headhunters and agency resumes. VelocityEHS will not pay fees to any third-party agency or company that does not have a signed agreement with VelocityEHS.
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