Account Executive, Mid Market

PolyAI is the Agentic Dialog Platform for building the conversational enterprise, used to build, run, govern, and improve dialog agents at scale. Powered by Raven, a proprietary dialog model trained on more than a billion enterprise conversations, PolyAI agents are built for complexity, open at every layer, and sovereign by design. PolyAI serves hundreds of enterprises across 75 languages and 25 countries, including Metro Bank, Marriott, PG&E, and UniCredit. We're now building a dedicated Mid Market motion — cross-vertical, not tied to a single industry — and hiring a Founding Mid-Market Account Executive to help define it. This is a builder's seat: you'll be sourcing pipeline, running the sales cycle, and co-creating the partner-led GTM engine that the next wave of MM AEs will run on. We ask that you are based in the EST time zone as you will be supporting our UK clients as well. What You'll Be Doing Own full-cycle sales for mid-market prospects across verticals — discovery through close Partner with Strategic Alliances and Channel to build repeatable GTM motions with top integration and channel partners that generate qualified pipeline Source and engage prospects to understand their goals, constraints, and operating environment — then map PolyAI's Dialog AI to measurable business outcomes Build and execute territory plans to identify and prioritize high-potential mid-market accounts Generate pipeline through outbound prospecting, your own network, and coordinated work with marketing and partnerships Build mutual action plans that align stakeholders, timelines, and decision criteria Run structured discovery, quantify business impact, and manage multi-stakeholder buying processes to close Maintain strong CRM hygiene and accurate forecasting; operate on a clear weekly cadence Collaborate cross-functionally (Solution Engineering, Partnerships, Enablement, Legal, Product, Finance) to move deals forward Help shape the MM playbook — messaging, sales process, partner motion — that scales as the team grows You'd Be a Great Fit If You Have a proven track record in a closing role, carrying and exceeding quota in a SaaS environment Have run full-cycle, multi-stakeholder deals, including senior/exec-level engagement Are strong at self-sourced outbound — you don't wait for pipeline, you build it Have experience working with or through partners (channel, alliances, integrations) to generate or accelerate deals Are comfortable with ambiguity — you'd rather build the process than inherit one Bring strong forecasting discipline and can set clear short- and long-term priorities Are fluent with sales tools (Salesforce, Outreach/Salesloft, LinkedIn) What We're Looking For Grit / Horsepower / Fire to Be Great — a refusal to accept average. It shows in how they talk about losses, how they respond to rejection, and whether they've done hard things just to prove they could. AI-Native Mindset — they can't imagine working without it. They've built prompts, tinkered, and have real opinions. In a Dialog AI company selling to skeptical buyers, an AE who can't articulate what makes AI powerful has a credibility problem before they open their mouth. Genuine Curiosity — they ask better questions than most people have answers for, and do research nobody asked them to do. In a complex technical sale into a new vertical, curiosity is what separates reps who hit a wall from reps who find a way through it. Builder's / Founder's Mindset — energized by blank pages, not paralyzed by them. They've built something from nothing without waiting for permission or a playbook. Comfortable with ambiguity; creates structure instead of waiting for it. Resiliency + Adaptability — they've been knocked down and didn't collapse, complain, or coast. Not about positivity — about how fast they reset and what they do with the information a setback gives them. Things will break; we need people with high pain tolerance who fix things, not people who need things fixed for them. Nice t…