Account Executive - Mid Market

About the Role

We are looking for a Mid-Market Account Executive to win new business across Alma’s Mid-Market segment.

This is a hunter role. You’ll sell to Heads of People, People Ops, Talent Legal teams at high-growth companies, and own the sales cycle end-to-end: from creating pipeline and running discovery to demo, negotiation, and close.

Immigration is a high-trust category. We want someone who can build credibility quickly, navigate multiple stakeholders, create urgency, and win competitive deals.

What You’ll Do

• Own the full Mid-Market sales cycle, from prospecting through close
• Build pipeline through outbound, referrals, events and creative prospecting
• Identify companies with strong immigration buying signals and engage them before an RFP starts
• Run sharp discovery to understand a company’s immigration program, pain points, spend, priorities, and decision criteria
• Sell to multiple stakeholders across People, Talent, Legal, Finance, and executive leadership
• Demo Alma’s platform and clearly articulate the value of combining exceptional attorneys with AI-native technology
• Build internal champions and navigate complex, multi-stakeholder sales processes
• Create urgency and keep deals moving
• Maintain a disciplined pipeline and accurate forecast
• Work closely with Customer Success, Legal, Product, and leadership to improve how Alma wins and serves Mid-Market clients

Must-haves

• 5+ years of quota-carrying B2B sales experience
• A consistent track record of hitting or exceeding quota
• Proven ability to generate your own pipeline
• Strong outbound instincts across email, calls, referrals, and events
• Excellent discovery skills and the ability to understand complex customer problems quickly
• Strong executive communication: concise, credible, and persuasive
• High ownership and strong bias toward action
• Comfort navigating multiple stakeholders and longer, higher-value sales cycles
• Competitive, resourceful, and accountable for outcomes

Nice-to-haves

• Experience selling to high-growth tech / AI companies
• Experience in legal tech, HR tech, professional services, or another high-trust category
• Familiarity with immigration is helpful, but not required

Apply If

• You are a hunter. Building pipeline from zero is part of the job you enjoy most.
• You are competitive and care deeply about winning.
• You move fast, follow up relentlessly, and know how to keep momentum in a deal.
• You are comfortable reaching senior executives and opening doors without a warm introduction.
• You can learn a complex category quickly and become credible with sophisticated buyers.
• You are resourceful and creative. When something is not working, you change the approach instead of waiting for more leads, better tooling, or clearer instructions.
• You care about the customer and can build trust in a category where the stakes are high.
• You want to join a company early enough that your work can materially change its trajectory.

Do Not Apply If

• You expect SDRs, Marketing, or inbound to build most of your pipeline for you.
• You are more comfortable farming existing accounts than opening new ones.
• You need a mature playbook before you can perform.
• Cold outreach, rejection, and persistent follow-up drain you.
• You confuse being busy with producing results.
• You wait for prospects to move deals forward instead of creating momentum yourself.
• You are uncomfortable being measured clearly against a number.
• You are looking for somewhere to execute someone else’s playbook. At Alma, you will help write it.

OTE: 180-220k.

Pay and benefits

Offers equity and competitive benefits.