Mid-Market Account Executive

The role

The Mid-Market Account Executive will own a full sales cycle for mid-market solar installers and energy companies. You will manage deals from prospecting through close while partnering with cross-functional teams.

What you will do

• Own and exceed a quarterly and annual ARR quota targeting mid-market accounts
• Lead full-cycle sales including prospecting, discovery, solution design, stakeholder alignment, negotiation, and close
• Build and manage a healthy pipeline through outbound prospecting, inbound follow-up, and partner-sourced opportunities
• Run structured discovery to understand business pain, technical requirements, and buyer priorities
• Partner with Solutions Architects to deliver compelling product demonstrations and solution proposals
• Navigate buying processes involving multiple stakeholders across Operations, Finance, and leadership
• Forecast opportunities and pipeline accurately in Salesforce on a weekly basis
• Collaborate with Marketing and SDR teams to drive awareness and pipeline generation within target accounts
• Represent Aurora at industry events and trade shows
• Share market and competitive feedback with Product, Marketing, and Leadership

Required qualifications

• 5+ years of SaaS sales experience with a track record of hitting quota
• Experience managing multi-stakeholder sales cycles
• Consultative selling skills
• Clear, compelling written and verbal communication
• Proficiency in CRM-driven sales execution
• Familiarity with solution or value-based selling methodologies (MEDDPICC)
• Self-directed and accountable to pipeline hygiene and forecast accuracy

Nice to have

• Genuine passion for renewable energy and the role technology plays in accelerating solar adoption
• Experience in energy, construction tech, or field service SaaS

Benefits

• Flexible PTO
• Parental Leave
• WFH Stipend
• Coworking Stipend
• Energize Fridays
• Connectivity Stipend
• Learning & Development
• Medical, Dental, and Vision

About the company

Aurora is on a mission to create a future of solar for all. Their software empowers solar companies to sell, design, and install residential and commercial solar arrays.