Mid-Market Customer Account Executive (Remote in US)

Job Description

Job Description

Salary : $75,000 - $80,000 base plus variable compensation

The Mid-Market Customer Account Executive (CAE) drives renewals, expansions, and revenue growth within Criterias mid-market customer base (companies with 100999 employees). This quota-carrying role is commercially focused and responsible for retaining and growing annual recurring revenue across a defined book of business.

The CAE partners closely with Customer Success to ensure alignment on customer health and value realization but owns the commercial relationship end-to-end (from renewal strategy through upsell execution and multiyear expansion).

Responsibilities

The primary responsibilities of this role include :

• Own renewal and expansion outcomes for a defined portfolio of mid-market customers, achieving quarterly and annual GRR / NRR targets.
• Identify whitespace opportunities and lead commercial conversations around product expansions such as IIQ, Develop, or multiyear upgrades.
• Collaborate with Customer Success to align on customer health, usage trends, and risk mitigation plans.
• Execute renewal playbooks and manage all aspects of pricing, packaging, and negotiation in partnership with Legal and Finance.
• Maintain accurate pipeline hygiene, renewal forecasts, and opportunity management in Salesforce.
• Lead value-focused discussions with decision makers and champions to reinforce ROI and justify expansion.
• Provide customer insights and competitive feedback to help evolve go-to-market strategy and product positioning.

Requirements

To be successful in this role the incumbent will demonstrate the following :

Base salary : $75,000 - $80,000

Variable compensation : $65,000 - $70,000

OTE range : $140,000 - $150,000