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
Compensation$75,000 - $80,000 base plus variable compensation
