Edtech.com's Summary

Relias is hiring an Account Executive, Mid-Market. The role focuses on winning new mid-market customers for Relias' SaaS solutions, building its own territory pipeline and guiding multi-stakeholder deals from strategic discovery through negotiation and close. The account executive works alongside Solutions Consulting, Product, and Legal teams to put together quantified business cases and an integrated recommendation for each customer.

Highlights

Build and execute a territory plan that ties target-account selection, market opportunity, and pipeline creation to bookings goals.
Self-source pipeline through targeted prospecting, executive outreach, referrals, events, partners, and coordinated campaigns, prioritizing opportunities by customer fit, value, complexity, and likelihood of success.
Lead discovery with operational, clinical, workforce, compliance, financial, and executive stakeholders, then develop quantified business cases, stakeholder maps, and mutual action plans.
Coordinate product and subject-matter specialists, and mobilize Solutions Consulting, Marketing, Customer Success, Legal, Security, Finance, and Revenue Operations as each deal requires.
Assess qualification, decision process, competition, and risk with MEDDPICC or a comparable methodology, and lead pricing, packaging, negotiation, procurement, and contracting through close.
Keep CRM data, opportunity stages, close dates, and forecast calls accurate and evidence-based, and hand each new customer off cleanly to implementation and customer success.
Use approved AI, automation, CRM, and revenue-intelligence tools to sharpen research, planning, and deal insight.
Requires 3+ years of quota-carrying B2B SaaS or technology sales including new-logo acquisition, Salesforce or comparable CRM experience, and a bachelor's degree or equivalent combined education and experience.
Preferred experience selling multi-product solutions into healthcare or another regulated industry and engaging senior and executive buyers.
Hybrid role that requires living in North Carolina within about an hour of the Morrisville headquarters, with roughly 30 days per quarter in the office and about 30% travel.

Account Executive, Mid-Market Full Description

WHAT CAN RELIAS OFFER YOU?

Fantastic health and wellness benefits package, including an outstanding 401k match, a flexible PTO program, and a generous and inclusive parental leave policy. Additionally, Relias pays for the employee portion of the monthly healthcare premium!
Flexible work environment with onsite and work from home options – you choose when you want to come into the office!
Active Employee Resource Groups open to all employees!
Comprehensive onboarding program – a great introduction to our company, customers and culture!
Growth and career advancement opportunities!
Multiple development program options – leadership development, professional development curriculums, and Nanodegree options in both technology and data science
Professional development gained from conference attendance and participation in organizations like NC Tech
Onsite 321 Coffee Shop providing free coffee and pastries to employees

Job Description

The Account Executive, Mid-Market is a quota-carrying sales professional responsible for acquiring new mid-market customers through complex, multi-stakeholder and often multi-solution SaaS sales. The role builds territory pipeline, leads strategic discovery, develops quantified value, coordinates specialists, and manages commercial and approval complexity through close.

WHAT YOU’LL BE DOING:

Territory Strategy and Pipeline Creation

Develop and execute a territory plan that aligns target-account selection, market opportunity, pipeline creation, and bookings goals.
Create self-sourced pipeline through targeted prospecting, executive outreach, referrals, events, partners, and coordinated campaigns.
Prioritize opportunities based on customer fit, value, complexity, and likelihood of success.

Complex Consultative Selling

Lead discovery across operational, clinical, workforce, compliance, financial, and executive stakeholders.
Develop solution strategy, quantified business cases, stakeholder maps, mutual action plans, and executive alignment.
Coordinate product and subject-matter specialists to create an integrated customer recommendation.

Opportunity, Commercial, and Forecast Leadership

Use the established sales process and MEDDPICC or comparable methodology to assess qualification, decision process, competition, and risk.
Lead pricing, packaging, negotiation, procurement, contracting, and internal approvals while protecting customer and company value.
Maintain accurate CRM data and evidence-based opportunity stages, close dates, risks, next steps, and forecast calls.

Cross-Functional Execution

Mobilize Solutions Consulting, Marketing, Customer Success, Product, Legal, Security, Finance, and Revenue Operations according to opportunity needs.
Ensure clear transition from sale to implementation and customer success.

Learning and Technology Adoption

Maintain strong knowledge of Relias solutions, healthcare markets, competitors, and commercial practices.
Use approved AI, automation, CRM, and revenue-intelligence tools to improve research, planning, productivity, and deal insight.

Qualifications

YOU’VE GOT WHAT IT TAKES IF YOU HAVE/ARE:

3+ years of successful quota-carrying B2B SaaS or technology sales experience, including ownership of new-logo acquisition.
Demonstrated success leading complex, multi-stakeholder sales cycles and commercial negotiations.
Experience using Salesforce or a comparable CRM and a structured methodology such as MEDDPICC.
Knowledge of complex B2B SaaS sales, multi-product solution selling, stakeholder mapping, business-case development, negotiation, and commercial approvals.
Ability to build executive relationships, navigate broad buying groups, and create momentum across longer sales cycles.
Ability to synthesize customer, market, product, and financial information into a clear recommendation.
Skill in territory planning, qualification, deal strategy, forecasting, and cross-functional orchestration.
Bachelor’s degree or an equivalent combination of relevant education and professional experience.
The ability to travel ~30%

IT WOULD BE NICE TO HAVE:

Experience selling multi-product solutions into healthcare or another regulated industry.
Experience engaging senior and executive buyers.
Experience using conversation-intelligence, sales-engagement, and approved AI productivity tools.

Additional Information

IN OFFICE REQUIREMENT:

Relias values collaboration and wants to ensure that our team members have opportunities to work with their teams regularly for professional development opportunities. Our flexible hybrid work environment requires that you live in the state of North Carolina, within a commutable distance to our office (~1-hour commute). You would be expected to work in our Morrisville, NC Headquarters (close to the Raleigh/Durham airport) approximately 30 days/quarter.

Relias is an Equal Opportunity Employer and a Drug-Free workplace. Relias welcomes and encourages applications from people with disabilities and is happy to make reasonable accommodations in all aspects of the selection process. If you are an individual with a disability and require reasonable accommodation to complete any part of the job application process, please visit our career page for instructions.

All your information will be kept confidential according to EEO guidelines.

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Edtech.com's Summary

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