Lower Mid-Market Account Executive

Nextiva is expanding our Lower Mid-Market sales team to support high demand from customers in the 21–200 employee segment. As a Lower Mid-Market Account Executive, you will run full-cycle sales motions across multiple lead sources—including inbound, XDR hot transfers, channel-sourced opportunities, chat, and outbound prospecting. 

This role requires strong multi-tasking capabilities, disciplined pipeline execution, and the ability to manage increasingly complex deal structures as customers adopt multi-product UCaaS, CCaaS, and CX solutions. You will leverage a structured qualification methodology and a customer-centric mutual success plan to guide prospects through a 30–90 day cycle. 

What You’ll Do 

• Manage multiple lead queues simultaneously, including inbound, XDR hot transfers, chat-based leads, and channel-generated opportunities. 
• Conduct thorough discovery, map customer needs, and deliver tailored product demonstrations. 
• Leverage a structured sales methodology (e.g., MEDDPICC) to maintain qualification rigor and drive predictable deal progression. 
• Build and manage a healthy pipeline with consistent movement across all stages in Salesforce. 
• Develop and manage mutual success plans with customers in multi-stakeholder, multi-product opportunities. 
• Maintain accurate forecasting through disciplined Salesforce usage and regular communication. 
• Create and manage an active target list within the 21–200 employee ICP. 
• Drive incremental pipeline through daily outbound prospecting into relevant accounts, even within a warm-lead motion. 
• Collaborate closely with XDRs, channel partners, solutions consultants, and cross-functional teams. 
• Achieve monthly performance expectations tied to pipeline generation, progression, and closed revenue. 

What You Need to Have 

• 3+ years of full-cycle inside sales experience with responsibility for discovery, demos, negotiation, and closing. 
• Experience selling to businesses within the 21–200 employee range or closely comparable SMB/mid-market segments. 
• Strong multi-tasking capabilities with the ability to engage across multiple simultaneous lead channels (inbound, chat, hot transfers). 
• Experience managing opportunities within 30–90 day cycles. 
• Proficiency using Salesforce for pipeline management, forecasting, and sales process execution. 
• Ability to leverage structured qualification approaches (e.g., MEDDPICC or similar). 
• Comfort leading customers through a mutual success plan in more complex multi-product sales cycles. 
• Clear, professional communication and strong presentation/demonstration skills. 
• Ability to thrive in a fast-paced, highly collaborative onsite environment. 

Strong Preferences  

• Experience in UCaaS, CCaaS, SaaS, or cloud communications. 
• Prior experience managing both inbound and outbound motions simultaneously. 
• Familiarity with channel-sourced opportunities. 

Nextiva DNA (Core Competencies)

Nextiva’s most successful team members share common traits and behaviors:

• Drives Results: Action-oriented with a passion for solving problems. They bring clarity and simplicity to ambiguous situations, challenge the status quo, and ask what can be done differently. They lead and drive change, celebrating success to build more success.
• Critical Thinker: Understands the "why" and identifies key drivers, learning from the past. They are fact-based and data-driven, forward-thinking, and see problems a few steps ahead. They provide options, recommendations, and actions, understanding risks and dependencies.
• Right Attitude: They are team-oriented, collaborative, competitive, and hate losing. They are resilient, able to bounce back from setbacks, zoom in and out, and get in the trenches to help solve important problems. They cultivate a culture of service, learning, support, and respect, caring for customers and teams.

Total Rewards 

Our Total Rewards offerings are designed to allow Nexties to take care of themselves and their families so they can be their best, in and out of the office. 

Our compensation packages are tailored to each role and candidate's qualifications. We consider a wide range of factors, including skills, experience, training, and certifications, when determining compensation. We aim to offer competitive salaries or wages that reflect the value you bring to our team. Depending on the position, compensation may include base salary and/or hourly wages, incentives, or bonuses. 

• Health 🍏 - Multiple health plan options to suit your needs, including medical, dental, vision, and telemedicine coverage 
• Insurance 💼 - Life, disability, and supplemental indemnity plans 
• Work-Life Balance ⚖️ - Flexible Time Off (FTO) for salaried employees, PTO for hourly employees, Paid Sick Time (PST), paid parental bonding leave, and paid holidays 
• Financial Security 💰 - 401(k) with company match, Health Savings Accounts with company contributions, Dependent Care FSA 
• Wellness 🤸‍ - Employee Assistance Program and comprehensive wellness initiatives 
• Growth 🌱 - Access to ongoing learning and development opportunities and career advancement 

At Nextiva, we're committed to supporting our employees' health, well-being, and professional growth. Join us and build a rewarding career!  

Nextiva is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Nextiva participates in the E-Verify Program where and as required by law. For additional information about E-Verify visit USCIS. 

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