Mid-Market Account Executive

About OrgChart

OrgChart is an industry-leading SaaS solution for HR professionals who need to generate organizational charts and support workforce planning. Our platform helps organizations visualize their workforce, analyze structural changes, and align their teams with business objectives.

Our growing customer base includes more than 2,000 companies and over 50 integration partnerships with leading HR platforms including ADP, UKG, and Ceridian.

We're a 50+ person team distributed predominantly across the US and LATAM. With a recent investment from a top SaaS PE firm, Resurgens Technology Partners, we're entering our next stage of growth. If you are looking to join a highly collaborative team of builders, experimenters, and groundbreakers, we'd love to hear from you.


The Role:

OrgChart is building the sales capability to win larger, more complex deals - and this role is central to that effort. As an Account Executive you'll own the full sales cycle - from qualified lead to close - engaging HR leaders, finance stakeholders, and executive sponsors at companies where the stakes are real and the evaluation is thorough.

This isn't a high-velocity, quote and close role. You'll be expected to run structured discovery, articulate business value at the executive level, and guide multi-stakeholder deals through a process that requires both discipline and adaptability. You'll report to our Chief Client Officer and work alongside our AE team, in addition to the Customer Experience officer.

The right candidate has already proven they can prospect, sell and close - and is ready to do it at a higher level.

Base salary: $100,000 - $110,000/year
OTE: $200,000/year+

Success in Year 1 Looks Like:

• You've built and are actively working a qualified pipeline You've built and are actively working a qualified pipeline - this demands consistent dedicated hours to prospecting, conducting outreach on inbound leads, demonstrating value, and pursuing every deal with urgency and dedication.
• You're closing large deals ($50k–100k) independently You're closing large deals ($50k–100k) independently - with limited hand-holding and your average deal size reflects meaningful upmarket movement.
• Executive-level contacts within your deals know your name Executive-level contacts within your deals know your name - because you've asked for the conversation and earned it by understanding their challenges and needs.
• Your CRM hygiene is airtight Your CRM hygiene is airtight - leadership can trust your forecast, not just review it.
• You're an expert in the product You're an expert in the product - you know every feature of the software, what it can and can't do, and can walk customers through its functionality when they've articulated the need.
• You've built and demonstrated success with outbound You've built and demonstrated success with outbound - you're not only reliant on inbound leads and also have a "hunter" mentality and can build an outbound strategy and generate pipeline with high-potential ICP targets.

What You'll Own:

Pipeline Generation & Lead Conversion

• Own qualified leads from Marketing and convert them into active opportunities - with fast follow-up and disciplined qualification against BANT criteria
• Return to leads that don't meet threshold today; maintain a nurture pipeline that converts over time using digital body language and CRM activity signals
• Maximize time in selling activities - planning and administrative work happen during off-peak hours; prime selling time is protected for prospecting within our ICP, following up on MQLs, managing opportunities and pursuing previous prospects that have indicated interest

Full-Cycle Deal Execution

• Run structured discovery, multi-threaded demos, and executive-level business case conversations across HR, Finance, and IT buyers
• Build and maintain executive sponsorship at target accounts - cultivating senior HR stakeholders who champion OrgChart internally and participate in key meetings
• Navigate complex evaluations with tenacity - anticipating objections, removing obstacles, and maintaining deal momentum without burning goodwill

Forecasting & CRM Discipline

• Maintain accurate, up-to-date opportunity records in Salesforce; track lead and opportunity activity as distinct stages with full CRM hygiene
• Communicate a clear and honest weekly forecast; flag risks early and surface resource needs proactively - not after the deal slips

The Skills and Experience You Bring:

• 3–5 years of full-cycle B2B SaaS sales experience, with a track record of closing new logo deals worth $50K–$100K+
• Demonstrated performance over time - quota attainment history, advancement through internal promotions, stack rank placement, or other markers of sustained, above-average results
• Comfortable conducting executive-level discussions with HR leaders, Finance stakeholders, and C-suite sponsors - not just procurement or day-to-day users
• Experience with outbound tools including 6Sense, Apollo, ZoomInfo, Gong, Outreach, Salesloft, Clay, and Hubspot
• Salesforce fluency required - you use it as a selling tool, not just a reporting obligation; experience entering all activities, optimizing lead creation, conversion, and opportunity management preferred
• Intellectually tenacious - you find creative paths through obstacles, don't confuse activity with progress, and stick to a plan without being derailed by noise and friction
• Active, demonstrable AI fluency - specific use cases in your sales workflow (research, outreach quality, call prep)
• Experience selling into HR, workforce planning, or HCM-adjacent markets is a plus, but not required

Our Perks & Quirks:

• 100% employer-paid platinum healthcare for employees and dependents - medical, dental, and vision
• 401(k) with 6% company match
• 15 paid company holidays, including the week between Christmas and New Year's
• LinkedIn Learning access with over 16,000 courses
• Remote-first with in-person options in Denver, CO

OrgChart is committed to building diverse teams and hiring employees regardless of their race, color, ancestry, religion, sex, gender identity, national origin, sexual orientation, age, citizenship, marital status, pregnancy, medical conditions, genetic information, disability, or Veteran status.