Account Executive, Mid-Market (SaaS)

Location: Hybrid in Irvine, CA; Austin, TX; San Francisco Bay Area, CA; or Denver, CO. Employees are expected to work onsite each Tuesday and Wednesday and may travel up to 30% to meet clients.

Company

hirify.global provides SaaS solutions that help more than 50,000 restaurant locations manage finances, operations, and people, with AI-enabled automation and decision support.

What you will do

• Own the full sales cycle for mid-market opportunities, from account planning and prospecting through close and implementation handoff.
• Build qualified pipeline through outbound and inbound channels, referrals, partner introductions, cross-sell opportunities, and researched multi-contact outreach.
• Develop account plans and lead discovery with executive, finance, operations, HR, business owner, and operator stakeholders.
• Deliver tailored demonstrations and business cases connecting R365 solutions to measurable operational and financial value.
• Navigate multi-stakeholder buying processes, negotiate within approved guidelines, maintain mutual action plans, forecast accurately, and close against quota.
• Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success, and Revenue Operations; guide other sellers and improve workflows with approved AI tools.

Requirements

• 3–5 years of full-cycle B2B SaaS sales experience, including a track record of closing deals in the $60,000–$200,000 ACV range.
• Consistent quota attainment, such as achieving 100%+ of a $600,000–$1,000,000+ annual quota in full-cycle B2B sales.
• Experience selling SaaS or technology solutions to mid-market restaurant groups, franchise organizations, multi-unit operators, or similarly complex mid-market businesses.
• Ability to manage complex, multi-stakeholder sales cycles with several active opportunities, business cases, and executive decision makers.
• Strong prospecting, discovery, presentation, objection-handling, negotiation, and closing skills.
• Ability to build credibility with business owners, operators, finance leaders, and executive sponsors.
• Proficiency with Salesforce or a comparable CRM, with disciplined pipeline hygiene and forecast accuracy.
• Effective written and verbal communication, including the ability to explain complex concepts clearly.
• Hands-on AI experience, sound judgment about generative AI limitations, and the ability to verify outputs, protect confidential information, and improve AI workflows.

Nice to have

• Software sales experience in the restaurant or hospitality industry, especially accounting, payroll, workforce management, or business management software.
• Accounting or restaurant management experience.
• Bachelor’s degree.

Culture & Benefits

• Hybrid work model balancing flexibility with in-person collaboration, with onsite work required Tuesdays and Wednesdays.
• Culture centered on ownership, collaboration, continuous improvement, curiosity, and initiative.
• AI tools including Glean, Gong, and Salesforce AI are used for account research, stakeholder mapping, ROI business cases, deal health, and workflow improvement.
• Compensation is designed around equitable pay and transparency; actual pay varies by skills, experience, time in role, business line, and location.