Mid-Market Account Executive

At Submittable, we are transforming how organizations create social impact. Our platform empowers thousands of mission-driven organizations, from nonprofits to government entities, to make a difference in their communities and beyond. In 2024, our innovative software helped organizations worldwide run 30,000 programs, welcomed 1.2 million applicants, and facilitated the distribution of more than $10 billion in funding through our products on behalf of our clients.

We are on a mission to help organizations accelerate their impact, so we are proud to partner with organizations focused on Equity & Social Justice, Children & Education, Creative & Arts, Health & Wellness, Economic Justice & Opportunity, and Environment & Climate. At Submittable, technology and purpose converge, offering a unique opportunity to contribute to meaningful change.

01About the role

The Mid-Market Account Executive drives new business and expansion revenue for Submittable's grants management and corporate social responsibility (CSR) software with mid-sized organizations, including foundations, nonprofits, and corporations. The role manages the full sales cycle, from building pipeline through closing, and is accountable for achieving monthly, quarterly and annual quota and KPIs.

The role works with Sales Development, Solutions Engineering, Marketing, and Customer Success to qualify opportunities, propose solutions that fit each customer's programs, and share what it learns in the market, helping customers run programs that serve their communities.

02Key Responsibilities

• Own a quota for new business and customer expansion revenue, managing a pipeline of mid-market opportunities to meet monthly, quarterly, and annual targets.
• Build pipeline through self-directed outbound prospecting, in addition to inbound and SDR-sourced opportunities.
• Run the full sales cycle, including discovery calls, tailored product demonstrations, pricing proposals, and negotiation through contract signature.
• Qualify and advance opportunities using MEDDPICC and Submittable's opportunity management practices, and keep an accurate forecast for every open opportunity.
• Keep account, opportunity, and activity data current in Salesforce, and use the Sales team's tools, including AI-assisted workflows, to manage outreach and deal progress.
• Respond promptly and accurately to prospect and customer questions, partnering with Solutions Engineering and other teams when a deal needs specialist input.
• Review sales metrics with the Sales Manager, share customer and vertical insights with Marketing and Sales, and suggest improvements to sales plays and processes.
• Maintain current Submittable Sales certifications and complete required training.

03Skills & Competencies

• 3+ years of quota-carrying B2B SaaS sales experience, including closing new business through a full sales cycle.
• Experience qualifying and managing deals with a structured sales methodology such as MEDDPICC.
• Experience prospecting outbound and building a self-sourced pipeline alongside inbound leads.
• Experience delivering product demonstrations and presenting pricing to buyers with different roles and priorities.
• Experience using a CRM such as Salesforce to manage pipeline and forecast accurately; experience with Gong, Salesloft, Nooks, or ZoomInfo preferred.
• Experience selling to foundations, nonprofits, corporations, or government agencies preferred.
• Organizes time and pipeline to balance prospecting, active deals, and follow-up, and reviews own metrics to adjust activity.
• Writes and speaks clearly with prospects, tailors messages to their needs, and follows through on commitments.
• Works with SDRs, Solutions Engineering, and Customer Success to share information and hand off new customers smoothly.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.

Compensation: The on-target earnings (OTE) for this role are $136,000-$160,000, which includes base salary plus variable compensation tied to performance. Final compensation will be based on experience, skills, and qualifications.

We are interested in every qualified candidate eligible to work in the United States; however, we cannot accommodate scholastic or employment visas at this time. In addition, we are not able to consider applicants who reside in the following states: Alaska, Delaware, Hawaii, Louisiana, Maine, New Mexico, North Dakota, Oklahoma, Rhode Island, Vermont, Washington, West Virginia, and Wyoming.

Fraudulent Recruitment Advisory: Submittable will NEVER request bank details, payment, or personal information during the hiring process, nor extend offers without an interview. All legitimate communications come from official submittable.com email addresses. If you receive suspicious outreach, please report it to [email protected]. (Please do not submit applications, resumes, cover letters, or other candidacy materials to this email address. Emails of this nature will not be reviewed or considered.)

04Why Submittable?

Joining Submittable means becoming part of a forward-thinking, mission-driven company that values innovation, collaboration, and growth. We empower organizations working for social good with technology that accelerates their work, amplifies their impact, and drives meaningful change.

At Submittable, you’ll find a supportive, dynamic work environment where your contributions directly influence our success. If you thrive in a fast-paced, evolving environment and are excited to be part of a company dedicated to social impact, we invite you to apply!

Benefits: We are proud to offer highly competitive benefits to our full-time employees, including:

• Comprehensive health and life insurance with optional HSA, FSA, and DCA accounts
• 401(k) plan with employer match starting day one
• Equity stock options to share in our success
• Flexible hours, remote work options, and generous vacation and sick leave
• Paid parental leave for mothers, fathers, and adoptive parents
• Professional development stipends to support your career growth
• Opportunities to participate in community outreach and volunteer programs
• Monthly company-sponsored happy hours and gatherings to connect and unwind

05Our Commitment to Inclusion & Belonging

At Submittable, we believe technology is a force for good, driving social impact and enabling corporate social responsibility on a global scale. To achieve this, we are committed to fostering a workplace that values inclusion and belonging as central pillars of our culture.

We embrace the strength of our diverse community by creating a safe space where employees feel empowered to share ideas, celebrate unique experiences, and learn from one another. By prioritizing inclusion, we aim to build an environment where everyone can bring their authentic selves to work and make innovative contributions that enable our customers to tackle complex challenges and spread more good.

As a globally used platform, we are dedicated to hiring and supporting employees who represent a range of backgrounds, experiences, and perspectives. This includes diversity in ethnicity, sexual orientation, gender, religion, ability, culture, and socioeconomic background.

06About Our Process

Our goal is a fair, efficient, and thorough evaluation process that benefits you and our team and respects your time. As you can imagine, we have received a high volume of applications. Your willingness to participate in I.D. Verification and answer a few questions early allows us to move through the process more quickly.

07Let's Talk About AI

Guidelines for using AI in our Hiring Process: At Submittable, we believe that Artificial Intelligence (AI) can be a powerful tool for good. We are committed to leveraging AI technologies responsibly, ensuring their use is equitable, fair and safe. To ensure fairness and accurate skill assessment, we do not allow the use of AI tools (including note takers, transcription tools, or recordings) during take home tests or interviews. If you have questions or need accommodations, please let us know.

For additional information and guidance on using AI to prepare an interview at Submittable, please click here.

We believe our approach streamlines the hiring process and respects your time by ensuring that every conversation is substantive and focused on your unique qualifications. We appreciate your cooperation and look forward to learning more about you.