Mid Market Account Executive, Thoropass

• 5+ years total of SaaS sales experience
• Proven history of self-sourced pipeline
• Experience selling into CFO, Security, IT, or technical buyers
• Demonstrated use of formal qualification frameworks
• Strong written communication and deal follow-up discipline
• Experience managing complex, multi-stakeholder sales cycles
• Even if you feel you don’t meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don’t meet all of the stated qualifications
• However, we’re looking for authentic innovators to blaze new trails and you just may be the right person for this or another role

Desirable

• Thoropass is hiring a Mid-Market Account Executive who excels in building pipeline, running disciplined discovery, and managing complex, multi-stakeholder sales cycles with rigor
• Thoropass sells mission-critical security and compliance solutions to growth-stage and mid-market companies. Our buyers include CFOs, CTOs, Heads of Security, and executive leadership teams
• These are thoughtful, risk-aware buyers who expect clarity, structure, and strong business cases. This is not a transactional closing role
• Winning requires structured qualification, strong executive presence, and the ability to guide prospects through technical, financial, and operational evaluation
• You will be responsible for driving predictable revenue through self-generated pipeline, disciplined deal management, and accurate forecasting across 6-week to 6-month sales cycles
• Build and maintain sufficient pipeline coverage (3–5x quota)
• Self-source 40–60% of pipeline through strategic outbound
• Leverage event-based triggers (fundraising, enterprise deals, regulatory deadlines)
• Partner with SDR and marketing to maximize inbound conversion
• Run disciplined discovery using MEDDPICC (or similar)
• Maintain accurate forecast calls with clear commit criteria
• Identify economic buyers and champions early
• Proactively mitigate slippage and risk
• Manage complex buying committees across Security, Finance, and Executive stakeholders
• Drive Mutual Action Plans for late-stage opportunities
• Establish compelling events and timeline accountability
• Maintain rigorous CRM hygiene and documentation
• Close five- and six-figure ARR deals
• Improve stage-to-stage conversion metrics
• Contribute to scalable sales process improvements
• What Success Looks Like:
• Strong self-generated pipeline
• Forecast accuracy within 10%
• Low slip rates in commit deals
• Documented MEDDPICC in all qualified opportunities
• Consistent multi-threading in late-stage deals
• High inspection readiness