Account Executive, Midmarket

Steer is building one of the fastest-growing GTM engines in automotive SaaS, and we’re launching a dedicated Mid-Market segment. We’re looking for a Mid-Market Account Executive to own a new business with full-service auto repair groups running 4–10 locations.

These are serious operators. They’ve built multi-million-dollar businesses, they’ve seen plenty of vendors, and they buy on results. You’ll run consultative, multi-stakeholder deals with owners, operations leaders, and finance, and you’ll win them with sharp discovery and a business case that holds up.

This is a builder role. You’ll carry a number while helping shape the Mid-Market playbook, and you’ll work directly with our CRO on how this segment grows.

We measure success three ways: MRR added, rooftops added, and how well you build the foundation for the team that follows.

• Own the Full Sales Cycle: Prospect, run discovery, demo, build the business case, negotiate, and close new multi-location accounts.
• Build Your Own Pipeline: Generate pipeline with 4–10 shop groups through outbound, events, and marketing programs. Partner with SMB AEs and BDRs on accounts that grow into your segment.
• Sell to the Whole Buying Group: Multi-thread across owners, operations directors, marketing managers, and finance, and align them on why Steer and why now.
• Lead With Business Impact: Tie Steer to the numbers operators care about: car count, average repair order, customer retention, and location-by-location performance.
• Build the Playbook: Help define our Mid-Market ICP, discovery framework, ROI model, and mutual action plans. Document what works so the team that follows can scale it.
• Partner Cross-Functionally: Work with Customer Success on multi-location rollouts and expansion, and bring customer insight back to Marketing and Product.
• Forecast With Precision: Keep HubSpot clean and deliver accurate forecasts.

Must Have

• 3+ years of full-cycle, quota-carrying B2B SaaS sales experience, with a track record of exceeding quota
• Experience closing multi-stakeholder deals and building business cases that win approval
• Strong discovery skills: you diagnose before you prescribe
• Proven ability to build your own pipeline
• Forecasting discipline and strong deal control
• A builder mentality: you create process where none exists and don’t wait to be told what to do next
• Direct, plain-spoken communication that earns the trust of business owners

Nice to Have

• Experience selling to multi-location businesses (automotive, home services, dental, veterinary, franchise, etc.)
• Automotive aftermarket or shop management software experience
• Experience as the first rep in a new segment or territory
• Familiarity with HubSpot and Nooks

• Initial Screen (Lead Recruiter) – 30 min
• Hiring Manager Interview (CRO) – 45 min
• Career Journey + Critical Thinking Exercise (Head of People) – 60 min
• Mock Discovery + Demo (CRO, [Parker’s title]) – 45 min
• Reference Checks

We also require completion of the Wonderlic Assessment before the end of the process. It’s done independently and takes about 20–30 minutes.