Mid-Market Account Executive at Bland (San Francisco, CA)
Bland· San Francisco, CA· $125k–$140k·
Role details
Salary
$125k–$140k
Employment
Full-Time
Equity
Yes
Commission
Yes
Job description
About the Role
We’re looking for a high-performing Mid-Market Account Executive to drive net new revenue for Bland. You’ll run the full sales cycle - from outbound prospecting to close - selling our Voice AI platform to Mid-Market organizations. This is a fit if you love fast sales cycles, technical products, and building your own pipeline.
What You’ll Do
- Run efficient discovery and qualification in a single call - you’ll dig deep into pain and establish fit fast.
- Deliver value-focused demos that connect customer pain to product capabilities. No generic product tours.
- Multi-thread across stakeholders, including product, technology, operations, and IT leaders - and do it early.
- Prioritize ruthlessly - you’ll manage a high volume of deals without letting pipeline hygiene or close rates slip.
- Self-source pipeline through outbound, event follow-up, and creative plays. You won’t wait around for leads.
What You Know
- MEDDPICC - You’ve internalized the framework and know how to qualify deeply, forecast accurately, and identify risk early.
- Mid-Market SaaS Sales - You’ve worked 1-3 month cycles where urgency needs to be created, not assumed.
- Voice AI Fundamentals - You understand LLMs, APIs, and use cases like call deflection or agent assist - and can explain them without sounding like ChatGPT.
- Solution Selling - You connect product features to real business outcomes - like driving operational efficiencies or reducing risks.
- Buying Triggers and Personas - You know what pushes a mid-market team to buy, and how to navigate technical and non-technical stakeholders.
- Bonus - Familiarity with Command of the Message and how to lead with value drivers, proof points, and deal mantras.
What You’ve Done
- 2–5 years of full-cycle SaaS closing experience, ideally with:
- ACVs in the $50k–$300k range
- Developer-first or technical products
- Exposure to both outbound and inbound motions
- Proven track record of hitting or exceeding quota in a fast-paced, high-output environment.
- Experience selling to product managers, engineering leads, and operations teams.
How You Show Up
- Cognitively sharp - You learn fast, ask killer questions, and speak the language of your buyer.
- Execution-oriented - You qualify hard, follow up religiously, and always close next steps.
- Resourceful - You don’t wait for perfect. You figure it out and find a way.
- Accountable - You own your number. Period.
- Coachable - You ask for feedback and apply it fast.
Benefits and Pay:
- Healthcare, dental, vision, all the good stuff.
- Base pay of $120,000-$180,000
- OTE $300,000 to $350,000
- Every tool you need to succeed
- Equity
- Uncapped commission
If you don't have the perfect experience that is fine! We're a bunch of drop-outs and hackers Working at a start-up is really hard. We work a lot and we figure things out on the fly.
Why work at Bland
- Culture: “We hire for obsession, not pedigree.” Emphasis on work ethic, accountability, and direct ownership. Flat structure with minimal approval chains (“No committees. No approval chains. Ship the right thing, measure the result, iterate.”)
- Engineering focus: The company built its own models and infrastructure – ideal for engineers who want to work on frontier AI problems rather than stitching together APIs.
- Location & flexibility: Based in San Francisco with remote (US) options for some roles. The office environment is startup‑intense; the co‑founder famously slept on a closet floor during the early pivot.
- Notable perks: Not explicitly listed, but the company highlights a “build it yourself” ethos, early‑stage equity, and direct impact on a product that processes tens of millions of calls per month.