The role involves managing renewals and expansions within mid-market accounts, collaborating with Customer Success, and leading negotiations to achieve revenue targets.
The Mid-Market Customer Account Executive (CAE) drives renewals, expansions, and revenue growth within Criteria’s mid-market customer base (companies with 100–999 employees). This quota-carrying role is commercially focused and responsible for retaining and growing annual recurring revenue across a defined book of business.
The CAE partners closely with Customer Success to ensure alignment on customer health and value realization but owns the commercial relationship end-to-end (from renewal strategy through upsell execution and multiyear expansion).
Responsibilities
The primary responsibilities of this role include:
- Own renewal and expansion outcomes for a defined portfolio of mid-market customers, achieving quarterly and annual GRR/NRR targets.
- Identify whitespace opportunities and lead commercial conversations around product expansions such as IIQ, Develop, or multiyear upgrades.
- Collaborate with Customer Success to align on customer health, usage trends, and risk mitigation plans.
- Execute renewal playbooks and manage all aspects of pricing, packaging, and negotiation in partnership with Legal and Finance.
- Maintain accurate pipeline hygiene, renewal forecasts, and opportunity management in Salesforce.
- Lead value-focused discussions with decision makers and champions to reinforce ROI and justify expansion.
- Provide customer insights and competitive feedback to help evolve go-to-market strategy and product positioning.
Requirements
To be successful in this role the incumbent will demonstrate the following:
- 5 years of experience in SaaS Account Management or Renewal Sales roles with a proven record of exceeding retention and upsell targets.
- Strong commercial and negotiation skills; comfortable navigating procurement and multistakeholder buying cycles.
- Experience driving revenue growth within mid-market segments; HR Tech or Talent Solutions background a plus.
- Consultative, data-driven approach with ability to articulate value and business outcomes to senior HR and operations leaders.
- Highly organized and accountable with strong forecasting discipline and cross-functional collaboration skills.
Base salary: $75,000 - $80,000
Variable compensation: $65,000 - $70,000
OTE range: $140,000 - $150,000
Top Skills
Salesforce
Criteria Corp West Hollywood, California, USA Office
Our corporate office is located in the Pacific Design Center, in the heart of West Hollywood. The office is easily accessible by bus and rail.
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