Position Summary: An Account Executive in our Middle Market group is responsible for the new net account growth and account retention of Broker, Shipper and Dual Authority customers across a given territory. This role involves strategic, consultative selling with a lower volume of accounts, fostering deeper relationships across multiple decision makers. The Mid-Market AE works to expand business through thorough account reviews, complex problem-solving, and contract negotiations to drive long-term growth, and being an expert in the needs of a mid-size growing Brokerage. Essential Job Functions: • Manage a portfolio of 200+ mid-market accounts, typically characterized by higher monthly spend or annual revenue, while consistently meeting and exceeding revenue targets. • Perform in-depth account reviews and develop tailored solutions for each customer, focusing on value to customers and negotiating proper contractual terms. • Dedicated time prospecting and researching both New Logo opportunities as well as current customer expansion opportunities in your territory. • Collaborate closely with support teams to address customer needs and ensure optimal product usage. • Identify opportunities for long-term contracts, upsells, and cross-sells. • Own a quarterly net new revenue Quota from existing accounts and new logo, as well as Territory Account Retention goal. Be able to properly forecast and review pipelines to reach goals. • Keep timely and accurate records in CRM, Salesforce.com Position Requirements: • College Degree, Preferred. • 3-5 years of consultative sales experience, ideally in mid-market segments. • Strong ability to navigate complex sales cycles and negotiate multi-year contracts. • Exceptional interpersonal skills with a customer-first mindset. • Strong Executive Presence. • Strong organizational skills, presentation skills and time management. • Brokerage Experience, or Freight SaaS experience a plus, not but required. • Experience with CRM and Cadence Software (Salesforce, Salesloft, Outreach) a plus. OTE for this role is $113,000 Apply tot his job