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HeyGen - Mid-Market Account Executive

Remote - San Francisco, Los Angeles, Europe+ Equity2d ago

Requirements

• Must-Haves • 6+ years of B2B SaaS sales experience, including at least 4 years in a closing role. • A track record of meeting or exceeding quota selling into mid-market companies. • Experience generating a meaningful portion of your own pipeline through outbound prospecting. • Experience running multi-stakeholder sales cycles, including business cases, security reviews, and procurement. • Strong discovery skills and the ability to connect product capabilities to business pain. • Comfort selling to marketing, sales, customer success, L&D, product, operations, IT, finance, or technical stakeholders. • A high-agency, builder mindset. You do not wait for perfect playbooks. You test, learn, and iterate. • Strong written communication skills. Your outbound emails, follow-ups, proposals, and deal recaps should be clear, sharp, and persuasive. • Curiosity about AI, video, creative workflows, and API-driven products. • Experience selling PLG, usage-based, API, developer platform, creative software, marketing technology, sales technology, or AI products. • Experience selling into marketing, localization, customer education, learning and development, sales enablement, ecommerce, media, or product teams. • Experience turning team-level or departmental usage into larger, company-wide contracts. • Experience using video, personalization, or creative outbound to source opportunities. • Experience working in an early-stage or high-growth startup environment. • Who Will Thrive Here • Gets energy from prospecting and hunting. • Can write a sharp cold email without waiting for marketing to give you a template. • Is comfortable making calls, sending videos, testing messaging, and following up persistently. • Can keep a deal with five or six stakeholders moving without losing pace. • Can take a new product category and figure out where buyers feel urgency. • Does not need a fully built sales playbook to be productive. • Can sell to both business users and technical evaluators. • Is competitive, resourceful, and organized. • Knows how to balance speed with thoughtful qualification.

Responsibilities

• Build your own pipeline - You will run high-volume, high-quality outbound into target mid-market accounts. This includes cold email, phone, LinkedIn, personalized video, account research, trigger-based outreach, and creative campaign ideas. You should be excited by the idea of finding your own opportunities, not waiting for perfect inbound leads. • Build your own pipeline - • Own the full sales cycle - You will manage opportunities from first touch to close. That includes prospecting, qualification, discovery, product demos, business-case development, security reviews, negotiation, legal/procurement coordination, and handoff to Customer Success. • Own the full sales cycle - • Run multi-stakeholder deals - Most deals will involve several people: a business champion, an economic buyer, a technical evaluator, and often security or procurement. You will map the buying group early, build consensus, and keep every stakeholder moving toward a decision. • Run multi-stakeholder deals - • Sell business outcomes, not just AI features - You will help customers understand how HeyGen can reduce video production costs, speed up content creation, improve localization, personalize customer communication, and unlock new video workflows that were not possible before. You will build business cases with a clear return that a budget holder can sign off on. • Sell business outcomes, not just AI features - • Sell across web app and API use cases - Some customers will want to use HeyGen directly through the web app. Others may want to integrate HeyGen into their own product, platform, workflow, or internal system using APIs. You do not need to be an engineer, but you should be technically curious and comfortable explaining technical concepts in simple business language. • Sell across web app and API use cases - • Move fast and create urgency - Mid-market cycles are longer than a commercial deal, but they should never drift. You will keep deals moving, create momentum with busy buyers, ask direct questions, uncover pain, tie pain to business impact, and drive clear next steps. • Move fast and create urgency - • Partner with PLG, growth, product, and customer teams - You will work with product-led growth signals, self-serve users, product usage data, customer requests, and inbound interest to identify expansion and conversion opportunities. Maintain strong pipeline discipline - You will keep CRM data clean, forecast accurately, manage next steps, and understand the difference between real pipeline and hopeful pipeline. • Partner with PLG, growth, product, and customer teams -

Benefits

• Competitive base salary plus uncapped commission. • Equity in a high-growth AI company. • Health, dental, and vision benefits. • Opportunity to help define a new category in AI video. • High ownership, high velocity, and direct impact on revenue growth. • Equal Opportunity