Mid Market Account Executive

Avante is the enterprise AI platform for benefits teams. Benefits is one of the most complex, high-stakes functions in any company, and Avante’s purpose-built agents take on end-to-end benefits work, from checking vendor contracts against claims to preparing leadership reports to helping employees use and understand their benefits. Samsung Semiconductor, Real Chemistry, Zscaler and News Corp use Avante today to keep costs in check, support employees across the globe, and get more from their benefits investment. The Role You'll own the full deal, from first conversation through signature, and land new logos like Calix, Personify, Datavant, and Real Chemistry. Deals run $50K to $150K in ACV, move faster than enterprise, and involve smaller buying groups: typically a Head of Benefits or Total Rewards as champion, an HR or finance executive as economic buyer, and an IT or security reviewer. Your hardest job is explaining how Avante differs from the ben admin platform, the decision support tool, and the point solutions buyers already own. Avante replaces none of them. It's the intelligence layer that connects them. Most of your pipeline will be direct, and when a broker or consultant is in the deal, you'll work alongside them without losing the buyer relationship. This role reports to the Director of Sales. We're hiring someone 3–6 years into a quota-carrying career who is ready to own a full patch and a full cycle, with a path toward larger accounts as Avante scales. What You'll Do - Own a named mid-market patch end-to-end. Build the territory plan, prioritize accounts, run the cycles, and close the business. - Generate your own pipeline. Work with Sales Development on outbound, and run your own research, outreach, and follow-up on your patch. - Run a fast, focused cycle. Move from discovery to demo to proposal with a mutual plan and dates the buyer agrees to. Identify the champion, economic buyer, and security reviewer early. - Sell the closed-loop story. Teach buyers what benefits intelligence is, why the loop between Carly and Ava matters, and why purpose-built agents beat generic AI bolted onto legacy systems. - Run sharp demos and proofs of value. Partner with Sales Engineering to get customers live in about 30 days. - Forecast with discipline. Keep a clean pipeline, use MEDDPICC or equivalent scaled to deal size, and bring risks forward early. - Use AI daily. Research accounts, draft outbound, prep meetings, and turn call transcripts into next steps with tools like Claude and Granola. If you're a traditional AE who occasionally tries ChatGPT, this isn't the right seat. - Adapt as we grow. Your patch, playbook, and deal size will evolve, and you should welcome that. What We're Looking For - 3–6 years of quota-carrying SaaS sales experience, with at least 2 years closing new-logo deals at $50K+ ACV - A track record of hitting or exceeding quota while managing many concurrent opportunities - Experience building your own pipeline through outbound prospecting - Experience selling to HR, Benefits, or Finance buyers, with the presence to engage a Head of Benefits or a CFO - Comfort selling a new type of product where you have to teach the buyer what it is first - Active, hands-on use of AI in your selling motion - A methodical approach to pipeline, forecast, and qualification (MEDDPICC or equivalent) Nice to Have - Experience selling into benefits, HR tech, or healthcare to self-funded employers - Experience selling AI-native or data-intensive platforms - Relationships with benefits leaders or the brokers and consultants who advise mid-market employers - Early-stage startup experience helping build the playbook What We Offer The compensation for this role is $250,000-$300,000 OTE. Where you land in that range depends on your experience, your skills, and how well your background fits what the role needs. We also offer: - Equity: Stock options, so you share in what we’re building - Health coverage: Medical, dental, and vision, with employee premiums covered by Avante - Unlimited PTO: Take the time you need to rest and recharge, plus paid company holidays - Retirement: 401(k) - Commuter benefit: $150/month toward however you prefer to get to work Avante is an Equal Opportunity Employer. We’re building a diverse, inclusive team and welcome candidates of all backgrounds. How We Work Our four values aren't aspirational. They translate into concrete operating tenets that shape how we make decisions every day. Beat Yesterday. We re-evaluate our own toolkit every quarter, because the workflows that made you effective three months ago may already be outdated. We act on 70% of the information rather than waiting for certainty. We timebox, execute, and iterate, getting work in front of real people quickly instead of polishing in isolation. And we own our output regardless of how we produced it. AI can get you 80% of the way there. Everything that goes out with your name on it is your responsibility to review, refine, and stand behind. Embrace Type 2 Fun. We take on hard problems and find meaning in the work, even when it's uncomfortable. We assume good intent and follow up directly rather than venting in side channels. We celebrate wins loudly and specifically, naming the actual behavior so the whole team learns what great looks like. We are on by default, because we owe it to each other and to our customers to be available beyond what a regular corporate job would demand. And we do unscalable things today that build scalable advantages tomorrow: every hand-built account play and late-night proposal turnaround earns us the right to scale later. Stay Hungry, Stay Curious. We expect everyone to be the expert on AI in their function before anyone asks them to be. The landscape changes weekly. When you learn something, teach it. Learn enough about adjacent functions to ask good questions. Ask the question you think is too basic, because in complex domains like benefits, the cost of a wrong assumption can be a lost account. And remember: curiosity without urgency is a hobby. Learning has to translate into action on a timeline that matches the opportunity. Act Like an Owner. We say the uncomfortable thing early, raising missed commitments or quality gaps directly with the person within 48 hours. We surface problems when they're small, not the week they become a crisis. Customer-facing work gets priority, always. And we close the loop every time, because over-communication is a feature at our stage, not a bug.