Mid-Market Account Executive - AMER

As the Mid-Market Account Executive, you will play a critical role in ROLLER's presence across growing operators and multi-location venues within the AMER region. This role focuses on acquiring new mid-market customers while identifying expansion opportunities within existing accounts. You'll manage a balanced motion of inbound demand and outbound prospecting in partnership with a BDR, owning the full sales cycle from discovery through close. You'll engage operational and financial stakeholders, uncover measurable business outcomes, and position ROLLER as a long-term growth partner. This role is based in Austin, Texas and follows a hybrid work model, combining in-office collaboration with focused remote execution.

Responsibilities

Manage the full sales cycle from inbound lead engagement and outbound prospecting through to close and expansion; Develop and execute territory and account plans to drive consistent pipeline generation and quota attainment; Conduct structured discovery to understand operational workflows, revenue drivers, and customer pain points; Translate customer objectives into measurable business outcomes, positioning ROLLER's platform as a lever for revenue growth and operational efficiency; Deliver tailored product demonstrations and ROI-driven business cases to operational and mid-level decision makers; Partner closely with your BDR to generate net-new pipeline while maintaining high conversion rates on inbound opportunities; Collaborate cross-functionally with Sales Engineering, Implementation, and Customer Success to ensure smooth deal execution and onboarding; Maintain disciplined pipeline management and forecasting accuracy in Salesforce

Requirements

You are based in Austin, Texas and thrive in a hybrid work environment, adept at balancing in-person collaboration with remote tasks; 5-7+ years of experience in B2B SaaS sales; Clear value-based discovery; Mapping operational pain to platform capability to measurable business outcome; Commercial alignment (ROI, margin expansion, scalability); Multi-threading and stakeholder alignment; Executive-level positioning; Proven track record of consistently exceeding quota in a full-cycle closing role; Experience managing multi-stakeholder deals with moderate complexity and procurement involvement; Strong discovery and consultative selling skills; Comfortable balancing inbound velocity with proactive outbound pipeline generation; Highly disciplined in pipeline management, forecasting, and territory planning; Confident communicator who can engage operational leaders and business decision-makers; Proficient in CRM and sales tools such as Salesforce and Avoma; Willing and able to travel as needed for onsite customer visits and industry events

Nice to have

Mid-market or growth-focused environments; 4+ years tenure in at least one company

Benefits

Work on a category-leading product that customers love in a fun, high-growth industry; 20 days of paid time off (PTO), 10 sick days, and 13 paid US holidays; Free Medical Insurance; 401(k) Plan with a 100% match on contributions up to 5%; Vibe Tribe events, social activities, fundraising and cause-related campaigns; Team member Assistance Program; 16 weeks paid Parental Leave for primary carers and 4 weeks paid Parental Leave for secondary carers; Individual learning & development budget plus genuine career growth opportunities