Mid-Market Account Executive

Role: Mid-Market Account Executive

FLSA: Full Time | Exempt | Salaried | Remote (US)

Reports to: Director of Sales

Scope of Position: The Mid-Market Account Executive (AE) is responsible for identifying, developing, and closing new customer relationships within the FoodLoqiQ SaaS software suite for the food manufacturing, food service, and supplement manufacturing markets. This role focuses on managing a high-velocity sales cycle, creating new pipeline, and efficiently guiding prospective mid-market customers through the sales process from initial engagement to successful close.

The Mid-Market Account Executive (AE) is accountable for building and maintaining strong, positive relationships with prospects and customers, acting as a trusted advisor and professional representative of the company. Success in this role is driven by consistent execution against individual sales quotas within an assigned territory, directly contributing to the company’s new bookings goals and overall revenue growth.

Essential Duties & Responsibilities including but limited to:   

• Drive new business acquisition by developing and managing relationships with decision-makers and influencers within mid-market food companies.
• Consistently achieve or exceed quarterly and annual revenue targets, along with defined KPIs, in alignment with FoodLoqiQ and Trustwell sales objectives.
• Partner closely with the Sales Development team to execute a high-volume, disciplined outbound and inbound sales motion that results in a healthy and qualified midmarket pipeline.
• Conduct effective discovery conversations to understand customer challenges, operational needs, and compliance requirements, positioning FoodLoqiQ solutions appropriately.
• Deliver clear, value-driven product presentations and sales conversations—primarily virtual—tailored to midmarket buyers and use cases.
• Clearly articulate the business and operational value of FoodLoqiQ’s SaaS platform, with emphasis on food safety, compliance, traceability, and supplier management.
• Collaborate with Sales Engineers and cross-functional partners as needed to support product demonstrations and solution alignment.
• Maintain accurate pipeline management, forecasting, and opportunity qualification using the company’s CRM and sales enablement tools.
• Ensure all sales activities, customer interactions, and key milestones are fully documented and maintained within the CRM system.
• Stay current on FoodLoqiQ product capabilities, competitive landscape, and evolving midmarket sales best practices within the food and beverage industry.
• Perform other duties as needed and/or assigned.

Required Skills/Abilities 

• Ability to test and learn within the market ripe for technology adoption. 
• Consistent track record of meeting or exceeding quota 
• Demonstrated success with outbound prospecting. 
• Experience developing proposals and business cases. 
• Strong understanding of B2B SaaS applications, targeted at SMB/Mid-Market businesses.  
• Ability to balance, prioritize and deliver excellent results under tight deadlines. 
• Strong track record of exceeding company sales quotas in a complex sales environment 
• Strong written, verbal, presentation and organizational skills required. 
• Willing to travel as needed throughout North America 

Education/Experience

• Bachelor's degree in business, management, or similar; required. Years of experience may be considered in lieu of degree.
• 3-5 years’ experience in Mid-market SaaS Sales with track record of meeting or exceeding quotas; required.  Foodservice, retail and food manufacturing accounts, a plus, but not required. 
• Bilingual (Spanish/English) preferred, but not required.

Total Rewards Package:  

• Full healthcare benefits, including medical, dental, and vision. 
• Supplemental benefits, including STD, LTD, HSA, 401k, etc.
• Responsible Time Off (PTO) + Holiday Pay
• Competitive Compensation - up to $170k OTE/uncapped.
• Excellent culture, growth opportunities, plus much more...  

What to expect - the Hiring Process!  

• Interview with Human Resources
• Interview with Hiring Manager
• Team Panel Interview
• Mock/Demo Assessment
• Offer of Employment (Background Screening/References) 

The compensation for this role is based on several factors, including the candidate's experience, education, skills, and alignment with the responsibilities outlined for the role. The pay range listed below is the anticipated base salary with anticipated on-target earnings (OTE) for this role is up to $170k (uncapped). This position is eligible to participate in the Company's equity program.

To learn more about the culture & employee experience at Trustwell, check out our LinkedIn or GlassDoor! 

Trustwell is an equal employment opportunity employer committed to hiring and retaining a diverse workforce. Applicants receive fair and impartial consideration without regard to race, sex, sexual orientation, gender identity, color, religion, national origin, age, disability, veteran status, religion, or other legally protected class. If you need accommodation for any part of the employment process due to a medical condition, or any disability, please contact a member of our human resources team. 

Acceptable Background and References Required; Upon any conditional offers made by Trustwell. Equal Opportunity Employer/ DFWP/ Affirmative Action