Mid Market Account Executive Jobs in California
Mid Market Account Executive jobs in California are among the most active in the country, concentrated in SaaS, fintech, cybersecurity, and enterprise software, with openings at every level from associate account executive through senior. The largest hiring centers are San Francisco, Los Angeles, and San Diego, where companies like Salesforce, Zoom, and ServiceNow consistently recruit mid market talent. The most in-demand specialties are cloud solutions, digital advertising, and B2B SaaS sales targeting companies with 100 to 1,000 employees. Find a role that fits below and apply directly.
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Showing 5 of 53+ Mid Market Account Executive jobs
Restaurant365 is transforming how restaurants run their businesses. Today, we help more than 50,000 restaurant locations manage their finances, operations, and people. As AI changes what's possible, we're reimagining how restaurant back offices operate—automating routine work, helping teams make better decisions, and giving restaurant leaders more time to focus on growing their businesses.
We're transforming how we work, too. AI is changing how we build products, solve problems, and deliver results for our customers. We're embracing new ways of working, moving faster, and creating opportunities for our people to make a greater impact.
At Restaurant365, our culture is built on ownership, collaboration, and continuous improvement. We believe in challenging ourselves, learning every day, and working together to achieve great results. We're looking for people who are curious, take initiative, and want to grow while helping shape the future of an industry.
Responsibilities
Own the full sales cycle for mid-market opportunities, from account planning and prospecting through close and handoff to implementation.
Build and manage a qualified pipeline through outbound prospecting, inbound leads, referrals, partner introductions and cross-sell opportunities.
Develop account plans for established regional groups, franchise organizations and multi-unit operators.
Lead discovery with executive, finance, operations and HR stakeholders to identify business challenges, buying requirements and desired outcomes.
Deliver tailored demonstrations and business cases that connect R365 solutions to measurable operational and financial value.
Navigate multi-stakeholder buying processes, build consensus, manage mutual action plans, negotiate within approved guidelines and close new business against quota.
Identify and develop expansion opportunities within existing R365 customers.
Maintain accurate Salesforce and Gong records, including opportunity strategy, next steps, close plans and revenue forecasts.
Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success and Revenue Operations to advance opportunities and ensure customer readiness.
Engage sales leadership for guidance on complex deal strategy, pricing and executive alignment while keeping ownership of the opportunity.
Guide other sellers within their domain by sharing deal approaches, discovery techniques and business case examples.
- Find opportunities to automate and improve how work gets done across your role with approved AI and other tools, choosing the right tool for each task, refining your prompts, and reviewing outputs for quality and time saved.
Qualifications and Experience
3-5 years of full-cycle B2B SaaS sales experience, with a track record of closing deals in the 60,000 –200,000 ACV Range.
A consistent record of quota attainment (e.g., consistently achieving 100%+ of a 600,000- 1,000,000+ annual quota) in full-cycle B2B sales, with experience selling SaaS or technology solutions to mid-market restaurant groups, franchise organizations, multi-unit operators or similarly complex mid-market businesses.
Proven ability to manage complex, multi-stakeholder sales cycles with several active opportunities, business cases and executive decision makers.
Strong prospecting, discovery, presentation, objection-handling, negotiation and closing skills.
Ability to build credibility with business owners, operators, finance leaders and executive sponsors.
Proficiency with Salesforce or a comparable CRM, with strong discipline around pipeline hygiene and forecast accuracy.
Effective written and verbal communication, including the ability to explain complex concepts clearly.
- Curiosity and eagerness to use AI in your daily work, backed by hands-on experience, a good sense of what generative AI can and can't do, and the judgment to verify its outputs.
Ability to travel up to 30% to meet clients.
Core sales skills at this level
Builds pipeline through researched, multi-contact outreach into target accounts.
Ties customer pain to business impact for several stakeholders and builds a customer-specific business case.
Maps the buying group, multi-threads across roles, and keeps a written deal plan with a mutual timeline.
Negotiates pricing and terms within guardrails, and supports the forecast with documented deal health.
Guides other sellers on deals and practices.
Preferred
Software sales experience selling to the restaurant or hospitality industry, especially accounting, payroll, workforce management or business management software.
Accounting or restaurant management experience.
Bachelor’s degree.
What success looks like
Quota attainment and a qualified pipeline across assigned mid-market accounts.
Opportunities with validated business impact, and accurate Salesforce and Gong records and forecasts.
Complex deals advanced and closed with limited reliance on leadership for deal execution.
Other sellers using the approaches and examples they share.
AI Fluency
Continuously improves AI workflows and shares successful practices and tips with teammates, for example patterns for account research, stakeholder mapping and ROI business cases.
Uses approved AI tools, such as Glean, Gong and the AI features in Salesforce, to prepare for multi-stakeholder deals, reviews outputs for accuracy and protects confidential information.
Uses Gong and deal health prompts to find stakeholder and next-step gaps, and keeps CRM records accurate so AI tools work from good data.
The above range represents the expected salary range for this position. The actual salary may vary based upon several factors, including, but not limited to, relevant skills/experience, time in the role, business line, and geographic location. Restaurant365 focuses on equitable pay for our team and aims for transparency with our pay practices.
This role is hybrid, balancing flexibility with the value of in-person collaboration. To support connection, partnership, and team effectiveness, employees are expected to work onsite each Tuesday and Wednesday.
DYN365, Inc d/b/a Restaurant365 is an equal opportunity employer.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
Restaurant365 is transforming how restaurants run their businesses. Today, we help more than 50,000 restaurant locations manage their finances, operations, and people. As AI changes what's possible, we're reimagining how restaurant back offices operate—automating routine work, helping teams make better decisions, and giving restaurant leaders more time to focus on growing their businesses.
We're transforming how we work, too. AI is changing how we build products, solve problems, and deliver results for our customers. We're embracing new ways of working, moving faster, and creating opportunities for our people to make a greater impact.
At Restaurant365, our culture is built on ownership, collaboration, and continuous improvement. We believe in challenging ourselves, learning every day, and working together to achieve great results. We're looking for people who are curious, take initiative, and want to grow while helping shape the future of an industry.
Responsibilities
Own the full sales cycle for mid-market opportunities, from account planning and prospecting through close and handoff to implementation.
Build and manage a qualified pipeline through outbound prospecting, inbound leads, referrals, partner introductions and cross-sell opportunities.
Develop account plans for established regional groups, franchise organizations and multi-unit operators.
Lead discovery with executive, finance, operations and HR stakeholders to identify business challenges, buying requirements and desired outcomes.
Deliver tailored demonstrations and business cases that connect R365 solutions to measurable operational and financial value.
Navigate multi-stakeholder buying processes, build consensus, manage mutual action plans, negotiate within approved guidelines and close new business against quota.
Identify and develop expansion opportunities within existing R365 customers.
Maintain accurate Salesforce and Gong records, including opportunity strategy, next steps, close plans and revenue forecasts.
Partner with Sales Engineering, Marketing, Product, Implementation, Customer Success and Revenue Operations to advance opportunities and ensure customer readiness.
Engage sales leadership for guidance on complex deal strategy, pricing and executive alignment while keeping ownership of the opportunity.
Guide other sellers within their domain by sharing deal approaches, discovery techniques and business case examples.
- Find opportunities to automate and improve how work gets done across your role with approved AI and other tools, choosing the right tool for each task, refining your prompts, and reviewing outputs for quality and time saved.
Qualifications and Experience
3-5 years of full-cycle B2B SaaS sales experience, with a track record of closing deals in the 60,000 –200,000 ACV Range.
A consistent record of quota attainment (e.g., consistently achieving 100%+ of a 600,000- 1,000,000+ annual quota) in full-cycle B2B sales, with experience selling SaaS or technology solutions to mid-market restaurant groups, franchise organizations, multi-unit operators or similarly complex mid-market businesses.
Proven ability to manage complex, multi-stakeholder sales cycles with several active opportunities, business cases and executive decision makers.
Strong prospecting, discovery, presentation, objection-handling, negotiation and closing skills.
Ability to build credibility with business owners, operators, finance leaders and executive sponsors.
Proficiency with Salesforce or a comparable CRM, with strong discipline around pipeline hygiene and forecast accuracy.
Effective written and verbal communication, including the ability to explain complex concepts clearly.
- Curiosity and eagerness to use AI in your daily work, backed by hands-on experience, a good sense of what generative AI can and can't do, and the judgment to verify its outputs.
Ability to travel up to 30% to meet clients.
Core sales skills at this level
Builds pipeline through researched, multi-contact outreach into target accounts.
Ties customer pain to business impact for several stakeholders and builds a customer-specific business case.
Maps the buying group, multi-threads across roles, and keeps a written deal plan with a mutual timeline.
Negotiates pricing and terms within guardrails, and supports the forecast with documented deal health.
Guides other sellers on deals and practices.
Preferred
Software sales experience selling to the restaurant or hospitality industry, especially accounting, payroll, workforce management or business management software.
Accounting or restaurant management experience.
Bachelor’s degree.
What success looks like
Quota attainment and a qualified pipeline across assigned mid-market accounts.
Opportunities with validated business impact, and accurate Salesforce and Gong records and forecasts.
Complex deals advanced and closed with limited reliance on leadership for deal execution.
Other sellers using the approaches and examples they share.
AI Fluency
Continuously improves AI workflows and shares successful practices and tips with teammates, for example patterns for account research, stakeholder mapping and ROI business cases.
Uses approved AI tools, such as Glean, Gong and the AI features in Salesforce, to prepare for multi-stakeholder deals, reviews outputs for accuracy and protects confidential information.
Uses Gong and deal health prompts to find stakeholder and next-step gaps, and keeps CRM records accurate so AI tools work from good data.
The above range represents the expected salary range for this position. The actual salary may vary based upon several factors, including, but not limited to, relevant skills/experience, time in the role, business line, and geographic location. Restaurant365 focuses on equitable pay for our team and aims for transparency with our pay practices.
This role is hybrid, balancing flexibility with the value of in-person collaboration. To support connection, partnership, and team effectiveness, employees are expected to work onsite each Tuesday and Wednesday.
DYN365, Inc d/b/a Restaurant365 is an equal opportunity employer.
We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses and identifying potential inconsistencies or verification signals in application materials based on available information. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.
See All 53 Mid Market Account Executive Jobs in California
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Where California roles are concentrated, by current openings.
Mid Market Account Executive Job Market in California
A snapshot from current California openings, updated as new roles post.
Who's Hiring
Top Industries Hiring
- Technology & Software
- Education
- Science & Research
- Artificial Intelligence
- Consulting & Professional Services
What California Employers Look For
The qualifications that appear most often in mid market account executive jobs across California.
- Three to five years of B2B sales experience with a consistent quota attainment record
- Demonstrated experience managing full sales cycles in a SaaS or technology environment
- Bachelor's degree in business, marketing, communications, or a related field
- Proficiency with CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics
- Experience selling to mid market accounts with deal sizes between fifty and five hundred thousand dollars
- Strong discovery, negotiation, and closing skills with measurable pipeline generation results
Mid Market Account Executive Jobs in California: Frequently Asked Questions
How do you become a mid market account executive in California?
Most mid market account executive roles in California do not require a state-issued license, but employers consistently hire candidates with a bachelor's degree and prior B2B sales experience. The typical path starts in an SDR or inside sales role at a technology company, followed by promotion into an account executive position after demonstrating consistent quota achievement. California's large SaaS ecosystem means relevant product knowledge in cloud, cybersecurity, or enterprise software gives candidates a clear edge in the hiring process.
How much do mid market account executives make in California?
Mid market account executives in California earn a median of about $80,850 a year, based on May 2025 Bureau of Labor Statistics wage data, ranging from around $43,240 for the lowest 10% to over $168,720 for the top 10%. Pay rises with experience, specialty, and employer.
Which companies hire mid market account executives in California?
Employers hiring mid market account executives in California right now include Spectrum, Google, and Intuit, based on current listings on Migrate Mate as of November 2026. California's concentration of enterprise software and cloud infrastructure companies means hiring volume in this role remains steady across both Bay Area headquarters and remote-eligible positions tied to Los Angeles and San Diego offices.
Which California cities have the most mid market account executive jobs?
San Francisco, Los Angeles, and San Diego have the most mid market account executive openings in California. San Francisco and San Jose lead because of the Bay Area's dense cluster of SaaS, fintech, and cybersecurity headquarters, while Los Angeles reflects strong demand from ad tech, media technology, and regional enterprise software companies with large California customer bases.
Are there remote mid market account executive jobs in California?
Yes, and more than most fields. About 65% of mid market account executive openings tied to California are remote or hybrid as of November 2026, reflecting how naturally the role fits distributed work. The parts of the role most often done remotely are prospecting, discovery calls, and pipeline management, while in-person expectations typically apply to executive business reviews and on-site customer visits.
How can I get hired as a mid market account executive in California with little or no experience?
The most realistic entry path is landing a sales development representative role at a California-based technology company, where SDR-to-AE promotion programs are a standard pipeline at employers like Salesforce, Okta, and Palo Alto Networks. Adjacent roles such as account coordinator, customer success manager, or business development representative provide transferable skills that hiring managers in California's SaaS market recognize. Building a portfolio of outbound prospecting metrics or quota attainment data, even from an internship or contract role, significantly strengthens an application for a first mid market AE position.
Where can I find and apply to mid market account executive jobs in California?
You can find and apply to mid market account executive jobs in California on Migrate Mate, which lists current California openings updated regularly. Search the available roles, find ones that match your experience and target industry, and apply directly to the employers posting them.
See All 53 Mid Market Account Executive Jobs in California
Find roles in California that match your experience and apply in just a few clicks.
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