Senior Mid-Market Account Executive

THE OPPORTUNITY:
This existing vacancy is open to candidates that reside anywhere in the U.S. or Canada, with preference for those near Chicago, IL or Toronto, ON for periodic in-person collaboration.
Are you a seasoned, results-driven sales professional with a track record of building robust pipelines and consistently exceeding quota? VelocityEHS is seeking a Senior Mid-Market Account Executive to drive new customer acquisition and expand our market reach. You'll be at the forefront of our growth, owning the full sales cycle from initial contact to close within the mid-market space, with a focus on larger, more complex deals.
This role is centered on acquiring new logos. You won't be responsible for renewals, but you will have the opportunity to expand what you sell within your new accounts. Your mission is clear: generate pipeline, close new customers, and accelerate VelocityEHS's presence in high-potential markets. You'll combine a consultative, value-based selling approach with a hunter's mindset, navigating complex buying groups and acting as a trusted advisor to C-level executives and key stakeholders.
If you thrive on opening doors, navigating complex sales cycles, and making a tangible impact on employee safety and operational excellence, this is the role for you.
Primary Duties and Responsibilities

• New Logo Acquisition: Own a quota for new business bookings in the mid-market segment (typically organizations with up to 6,000 employees). Consistently deliver against defined quarterly and annual sales targets.
• Strategic Prospecting: Actively self-source pipeline through outbound prospecting, partner collaboration, and strategic outreach. Use a multi-touch strategy to reach executives across Safety, Operations, Risk, and IT.
• Complex Sales Ownership: Run a full-cycle sales process-from discovery and demo to proposal, legal review, and close-using a consultative, value-based approach rooted in MEDDPICC.
• Stakeholder Engagement: Navigate complex buying groups and build multithreaded relationships with executives and key stakeholders across the C-suite, Legal, Procurement, and IT. Guide prospects through the decision-making process with confidence and clarity.
• Internal Collaboration: Act as the quarterback for the internal VelocityEHS team. Work cross-functionally with SDRs, Solutions Consultants, Marketing, and Executive Sponsors to shape and support strategic sales motions.
• Forecasting & Reporting: Maintain an accurate and up-to-date pipeline and forecast in Salesforce. Proactively communicate progress, risks, and upside to sales leadership.
• Industry Presence: Represent VelocityEHS at virtual and in-person events, conferences, and trade shows, actively generating interest and advancing strategic deals.

Minimum Skills and Qualifications

• Sales Experience: 5+ years of full-cycle, quota-carrying B2B SaaS sales experience, with a focus on net-new business, with at least 2 years in SaaS sales, and ideally focused on net-new business.
• Complex Sales Cycles: Proven experience managing longer, more complex sales cycles with multiple stakeholders, procurement, and legal review.
• Top Performer Track Record: A documented history of exceeding sales targets and outperforming peers in a competitive sales environment.
• Prospecting Mastery: Skilled at self-sourcing leads, leveraging intent data, and working cold outbound. Proficient with modern sales tools like ZoomInfo, 6sense, and LinkedIn Sales Navigator.
• Methodical Approach: Experience with structured sales methodologies like MEDDPICC, Richardson, Challenger, and/or SPIN. Disciplined with qualification, follow-up, and pipeline hygiene.
• Tech-Savvy: Proficient in sales tools like Salesforce, Outreach, Gong, and G2. Able to leverage data and insights to prioritize activity and improve outcomes.
• Communication & Negotiation: Exceptional verbal and written communication skills with the executive presence to sell and negotiate with C-level stakeholders.
• Resilient & Competitive: Adaptable, tenacious, self-motivated, and goal-oriented with a love of challenges and a strong work ethic.
• Bachelor's Degree or Equivalent Experience: Degree in Business, Communications, or a related field is preferred.

Preferred Skills and Qualifications

• Formal Sales Training: Completion of formal training in a recognized methodology (e.g., MEDDPICC certification).
• Vertical Experience: Domain knowledge in relevant industries like Manufacturing, Chemical, Pharmaceutical, and Food & Beverage.
• RFP Management: Comfort and experience managing RFPs, as well as complex legal and security reviews.
• Data-Driven Decision Making: Ability to interpret performance data and apply insights to optimize personal sales strategies.

Why Join Our Sales Team?

• Mission with Meaning: Sell solutions that help companies create safer, more sustainable workplaces - and make a real-world impact.
• Market Leadership: Join the clear category leader in EHS/ESG software, trusted by 10+ million users worldwide.
• Focused Role: 100% new logo acquisition - no renewals, no upsells, no distractions.
• Uncapped Earnings: Competitive base salary and uncapped commission with aggressive accelerators.
• Career Growth: Clear promotion paths into senior sales, enterprise roles, or leadership.
• Award-Winning Culture: Recognized as a Top Workplace with a coaching-driven, team-first environment
• Coaching Culture: Join a team with long-tenured leadership, consistent coaching, and a strong peer culture.
• Remote Flexibility: Our remote-first work plan that allows you to balance your productivity with reduced stress and work from home with commute-free employment.
• Modern Tools: Access to the full VelocityEHS sales stack investing in your success - Salesforce, Outreach, Gong, 6sense, ZoomInfo, LinkedIn Sales Navigator, and more.

Who is VelocityEHS?
VelocityEHS is the largest and fastest-growing environmental, health, safety (EHS) and sustainability software company in the world. Relied on by more than 10 million users worldwide to drive operational excellence and achieve outstanding outcomes, VelocityEHS is the global leader in true SaaS enterprise EHS & ESG technology. The VelocityEHS Accelerate ® Platform is the definitive gold-standard, delivering best-in-class solutions for managing ESG, Safety, Industrial Ergonomics, Control of Work, Health, Operational Risk and Environmental Compliance.
Our customers include the world's most esteemed Fortune 1000 corporations. From manufacturing to food & beverage, from chemicals to pharmaceuticals, we've worked with them at every level, from the boardroom to the shop floor. We still operate with the same start-up mentality that has made us the leading cloud EHS company and offer each and every employee the opportunity to grow and reach their full potential.
What are the benefits and perks of working at VelocityEHS?
You and your loved ones will be supported with a competitive and comprehensive benefits package. Below are some highlights for eligible employees, or you can review all our perks and benefits by visiting our career page!

• Generous time off programs
• Medical/dental coverage, retirement (with employer match)
• Parental leave plans for all family types
• Job shadowing programs and one-on-one coaching opportunities
• Tuition reimbursement for continuing education, advanced degrees, and certifications
• Remote-first and flexible work schedule to fit your family's needs
• Monthly stipend to make your home office more comfortable, productive, and successful
• Corporate wellness and personalized preventative mental health care programs
• Summer Fridays (Memorial Day through Labor Day enjoy a 6-hour workday every Friday)

VelocityEHS is committed to competitive, fair, and equitable compensation practices by offering market-based salary ranges. The expected On-Target Earnings (OTE = base salary + variable) range for this position is between $127,650 and $197,900 USD (United States) or $104,600 and $167,600 CAD (Canada) with variable earning opportunities uncapped. We aim to hire between the minimum and midpoint of the salary range and offers at the maximum of the range are uncommon. The final offered salary will be based on candidate's proficiency in skill set, prior relevant experience, internal equity, market considerations, and other factors. This role is eligible for a Variable Pay Program. This role is also eligible for our comprehensive benefits package.
If you're a proven hunter who loves building pipeline, closing deals, and making an impact, VelocityEHS is the place for you. Join us and help companies protect their people while growing your own career!
We welcome and encourage diversity in the workplace. VelocityEHS is an Equal Opportunity and Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to age, race, color, national or ethnic origin, religion, sex, sexual orientation, gender identity or expression, marital status, family status, veteran status, Indigenous/Native American status, or disability. Applicants with disabilities can request accessible formats, communication supports, or other accessibility assistance by contacting [email protected]
Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. VelocityEHS does not accept unsolicited headhunters and agency resumes. VelocityEHS will not pay fees to any third-party agency or company that does not have a signed agreement with VelocityEHS.
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