Mid-Market Account Executive

Job Description - Mid-Market Account Executive

Reports To: Director of Sales

Department: Sales
Location: Remote

Position Type: Full-Time

Position Summary

As a Mid-Market Account Executive at AxisCare, you will drive net-new revenue, expand existing accounts, and run efficient, high-velocity sales cycles with growing organizations in home care: established single-location agencies, emerging multi-location operators, and regional providers scaling their operations. You will own the full sales lifecycle, from prospecting and multithreaded discovery to negotiation with owners and executives, acting as a trusted advisor who translates AxisCare’s capabilities into clear business ROI.  

This role is built for a seasoned hunter who builds internal and external relationships, is energized by building pipeline from a blank page, and measures themselves against excellence, not quota alone. 

What Defines an AxisCare Mid-Market AE 

Our most successful sellers share a consistent set of traits. We are looking for someone who can raise the water table through their actions and results. 

• MEDDPICC-Driven, Framework-Fluent: Runs every deal on MEDDPICC and draws on techniques found in Challenger, Command of the Message, Sandler, and SPIN to make AxisCare the clear choice.
• Multithreads by Default: Never single-threads a deal; builds relationships with owners, administrators, operations, finance, and office staff.
• Speaks Owner: Understands how agency owners and operators measure their business (margin, caregiver retention, cash flow, and growth) and engages them with confidence.
• Educated and Strategic: Knows the home-based care market and prioritizes accounts by growth, location count, and operational pain.
• Exceptional Listener: Listens more than they speak and hears what isn’t being said.
• Creative and Persistent, Never Pushy: Finds new ways into accounts and earns every next meeting with value, not pressure.
• Highly Organized: Manages a high-volume territory and many concurrent sales cycles with precision.
• Leads and Follows: Takes command when the moment calls for it and defers when that better serves the outcome.
• Chases Excellence: Brings an aggressive, competitive mentality and is never satisfied with being good; studies wins and losses and holds a standard higher than any quota. 

Key Responsibilities

• Territory & Account Planning: Build and execute a territory plan for net-new mid-market accounts and expansion, prioritizing targets by growth, location count, and buying signals.
• Pipeline Generation & Prospecting: Generate the majority of your own pipeline through outbound campaigns, industry events, and your professional network, partnering with BDRs and Marketing to uncover new and expansion opportunities.
• Multithreading & Stakeholder Engagement: Align the buying committee, building relationships with owners, administrators, operations, and finance leaders to position AxisCare as the platform that supports their growth.
• Discovery & Value Selling: Lead focused discovery with owners and operational decision-makers to diagnose business challenges, identify key stakeholders, and position AxisCare as a critical business driver.
• Demos & Solution Design: Deliver high-impact product demonstrations and partner with Implementation to scope tailored solutions.
• Negotiation & Closing: Manage pricing, contract, and security conversations to close multi-level agreements efficiently and consistently.
• Forecasting & CRM Discipline: Apply MEDDPICC to every opportunity and maintain accurate pipeline, deal stages, and weekly and quarterly forecasts in HubSpot, using Gong to inspect and strengthen deals.
• Cross-Functional Partnership: Work closely with Customer Success, Marketing, and Product to ensure a seamless handoff and strong long-term net revenue retention. 

What We're Looking For (Minimum Qualifications)

• 3+ years of B2B SaaS sales experience, including 2+ years in a closing role targeting SMB or mid-market accounts.
• Track record of consistently closing five- and six-figure deals with sales cycles of 1 to 4 months while managing a high-volume pipeline.
• Experience selling into home care, home health, hospice, or post-acute care strongly preferred; experience selling to multi-location or franchise organizations a plus.
• Strong executive presence and owner-level communication and presentation skills.
• Strong financial and business acumen to build ROI models and business cases.
• High grit, resilience, intellectual curiosity, and self-management in a remote or hybrid environment.
• Deep proficiency in HubSpot, Gong, and a modern sales intelligence and engagement stack.
• Mastery of MEDDPICC, with working command of Challenger, Command of the Message, Sandler, and SPIN.
• Bachelor’s degree in Business, Marketing, Communications, or a related field, or equivalent practical experience.  

Working Conditions 

Occasional travel, including overnight; daily use of a computer, Microsoft Office 365, CRM, HRIS, and email.

Compensation and Benefits  

• Base salary plus commission (OTE TBD based on experience and skill level). 
• Medical insurance premiums are covered in full for the employee (Medical, Dental and Vision)  
• 401K with competitive company matching.
• Personal time off, sick leave, and holidays.
• Company will provide laptop and other needed computer equipment. 

Why AxisCare? 

At AxisCare, you’ll help transform the home care industry, with a direct voice in how we win in the mid-market, close access to leadership, and room to grow in a culture that values innovation, collaboration, and making a difference. 

About AxisCare
According to Pew Research, roughly 10,000 baby boomers turn 65 every day, and the American Society on Aging calculated that an American has a 70% chance of needing help with activities of daily living such as dressing, bathing, hygiene, etc. This has led to an unprecedented increase in Home Care agencies in the U.S. and abroad who strive to help those who have difficulty helping themselves, specifically offering non-medical (also referred to as non-skilled) services to seniors in their homes.
 
AxisCare was started in 2011 by industry leaders to help meet the demand for a more userfriendly and mobile-compatible solution. Our product is a web-based management platform that helps agencies manage CRM and marketing, Caregiver/Client scheduling, billing, payroll and much more. Headquartered in Waco, TX, AxisCare has clients in all 50 states as well as 7 other countries. We are a fast-growing company seeking high-performing individuals looking for a fast-paced, autonomous working environment.