Mid-Market Account Executive

Join us and help shape the future of AI by defining the narrative around document understanding. ABOUT THE ROLE We are seeking a Mid-Market Account Executive to own the full sales cycle for companies under 500 employees adopting our AI platform. In this role, you will source, develop, and close deals with technical and business buyers at high-growth companies — converting inbound interest, OSS community signals, and outbound prospecting into new ARR. You will work closely with your manager and cross-functional teammates to run tight, efficient sales cycles and build the mid-market motion from the ground up. RESPONSIBILITIES - Own the full sales cycle — prospecting, discovery, evaluation, negotiation, and close — for accounts under 500 employees. - Source and develop your own pipeline through outbound prospecting, OSS community signals, and partner referrals. - Run structured discovery to uncover technical requirements, business pain, and decision criteria. - Navigate multi-threaded deals involving technical evaluators, economic buyers, and end users. - Collaborate with Solutions Engineers and Forward Deployed Engineers to run focused POCs tied to clear success criteria. - Consistently achieve or exceed ARR and pipeline targets. - Maintain accurate CRM hygiene and deliver reliable forecast calls weekly. - Provide customer and market feedback to influence messaging, packaging, a...