Mid-Market Account Executive

What You’ll Do

• Own outbound prospecting and pipeline generation across Mid-Market accounts.
• Identify and engage key decision-makers across both technical and business functions.
• Partner with Marketing and SDRs to turn inbound interest into qualified opportunities.
• Run full-cycle deals from initial outreach through close, managing shorter and mid-length sales cycles with speed and discipline.
• Lead discovery and solution positioning with technical buyers, including engineering leaders and CTOs, as well as business and operations stakeholders.
• Work closely with Solutions Engineering and Forward Deployed Engineering on demos and technical validation.
• Handle objections, negotiate terms, and keep opportunities moving toward close.
• Maintain accurate pipeline, forecasting, and CRM activity.
• Bring prospect and market feedback back to leadership as Guava continues refining its Mid-Market motion.

What We’re Looking For

• 5+ years of B2B SaaS or technology sales experience with a consistent record of meeting or exceeding quota on net-new business.
• Proven full-cycle sales experience from prospecting through close, with a strong outbound mentality.
• Comfortable selling to both technical and business stakeholders within the same sales process.
• Experience with Mid-Market sales motions, including faster cycles and strong value-based selling.
• Strong written and verbal communication skills, including effective demos and follow-up.
• Organized, coachable, and comfortable operating in a fast-moving environment.
• Must be based in the United States.

Nice to Have

• Experience selling AI, voice, communications technology, or other technical products.
• Experience within healthcare, financial services, insurance, BPO, or technology.
• Exposure to compliance-driven buying environments involving SOC 2, HITRUST, PCI, or HIPAA.
• Startup or high-growth experience helping build or refine a sales playbook.
• Experience partnering with Solutions Engineering or technical presales teams.

Why Guava

• Sell proven voice AI technology backed by more than a decade of experience in regulated production environments.
• Join early and help shape Guava’s Mid-Market sales motion as the team continues to scale.
• Work alongside a strong technical team that supports customer conversations, demos, and technical evaluations.
• Have direct access to leadership and an opportunity to influence how the sales organization develops.
• Grow with an early-stage company where strong performers can take on increasing responsibility over time.
• Competitive compensation with uncapped commission and equity.
• OTE: $230,000-$270,000, based on experience and success in the role.