The Mid-Market Customer Account Executive drives renewals and revenue growth within mid-market customers, managing commercial relationships and collaborating with Customer Success to ensure client satisfaction and upsell opportunities.
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
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.
Similar Jobs
Cloud • Information Technology • Security • Software • Cybersecurity
The Senior Product Manager will lead data classification capabilities in a Data Security platform, overseeing product strategy and collaborating with various teams to drive accuracy and compliance.
Top Skills:
AIData ClassificationData PrivacyData SecurityLarge Language ModelsMachine LearningNlp
Beauty • Robotics • Design • Appliances • Manufacturing
The Senior Consumer Insights Analyst leads consumer insights within cross-functional teams by managing research processes, synthesizing data, and delivering actionable findings to influence product development and strategy.
Top Skills:
Consumer ResearchData Analysis
Beauty • Robotics • Design • Appliances • Manufacturing
The Product Development Manager will drive the new product development process for Shark's Home Environment category, ensuring projects are aligned with goals while mentoring junior staff and collaborating with cross-functional teams.
Top Skills:
Consumer GoodsProduct SpecificationsProject Management
What you need to know about the Los Angeles Tech Scene
Los Angeles is a global leader in entertainment, so it’s no surprise that many of the biggest players in streaming, digital media and game development call the city home. But the city boasts plenty of non-entertainment innovation as well, with tech companies spanning verticals like AI, fintech, e-commerce and biotech. With major universities like Caltech, UCLA, USC and the nearby UC Irvine, the city has a steady supply of top-flight tech and engineering talent — not counting the graduates flocking to Los Angeles from across the world to enjoy its beaches, culture and year-round temperate climate.
Key Facts About Los Angeles Tech
- Number of Tech Workers: 375,800; 5.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Snap, Netflix, SpaceX, Disney, Google
- Key Industries: Artificial intelligence, adtech, media, software, game development
- Funding Landscape: $11.6 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Strong Ventures, Fifth Wall, Upfront Ventures, Mucker Capital, Kittyhawk Ventures
- Research Centers and Universities: California Institute of Technology, UCLA, University of Southern California, UC Irvine, Pepperdine, California Institute for Immunology and Immunotherapy, Center for Quantum Science and Engineering
