Mid-Market Account Executive (New Brunswick, NJ)

Mid-Market Account Executive (New Brunswick, NJ)

The Elevator Pitch

Our mission at Evolv is simple: help make places safer for people to live, work, learn, and play. We partner with organizations to detect potential threats, reduce risk, and improve safety through AI-powered security solutions and actionable insights.

As a Mid-Market Account Executive on our field sales team, you will directly advance this mission by expanding into new, small and medium-sized businesses (SMBs), building pipeline, and achieving individual revenue targets. You will work a shared territory alongside an Account Executive, running a high-velocity, consultative sales motion that turns new logos into trusted Evolv customers.

The ideal candidate is a proactive, curious seller who thrives on outbound prospecting, builds trust quickly, closes deals efficiently, and is eager to keep building their craft.

Success in the Role:

Within 30 Days

Build a strong relationship with the Account Executive in your territory.

Become knowledgeable about Evolv’s products and be competent in speaking to the value proposition for small and medium-sized business customers across our target verticals.

Develop relationships with key internal partners (Business Development Representatives, Pre-Sales and Deployment teams), and external partners (Channel, etc).

Understand Evolv’s sales process and MEDDPICC, and how to apply them to shorter, high-velocity mid-market sales cycles.

Learn the shared-territory rules of engagement, including account ownership, lead routing, and opportunity handoffs.

Within 90 Days

Prospecting: Develop a plan to target high-potential SMB accounts within your portion of the shared territory, coordinating with fellow Account Executives and the Business Development team to ensure new market engagement without account overlap.

Channel development: Develop a plan for working with channel partners to source and co-sell SMB opportunities. This will be continuous and benchmarked monthly.

Within 6 Months

Client acquisition: Create new opportunities, qualify, and understand deal barriers to progress opportunities. Demonstrate consistent outbound prospecting across your assigned accounts and generate 10 new opportunities per month.

Forecast accurately: Your forecasting will be benchmarked every month and evaluated by push counts on each opportunity. If deals continuously push without reason, then we will need to retrain on forecasting process.

Qualify and understand deal blockers to progress opportunities: You will be evaluated by sales stage duration. If deals are not moving forward in stage in Salesforce, then we will have 1:1 evaluation per opportunity to create a path moving forward.

Achieve sales targets for your portion of the shared territory.

The Work: What will you be doing?

Sales & Renewal Execution

Partner with your Account Executive to develop and execute a territory plan within your shared territory to achieve or exceed quota.

Full sales lifecycle ownership, including prospecting, deal progression, closing, and renewal partnership.

Prospect, qualify, and nurture new opportunities through outbound outreach (phone, email, social, and events) to build a strong pipeline of SMB customers.

Conduct discovery, needs analysis, solution scoping, and ROI development.

Deliver compelling presentations and demos (primarily virtual, with onsite as needed).

Navigate mid-market deals with a small group of decision-makers, typically with shorter sales cycles.

Lead commercial negotiations through close, escalating non-standard terms to sales leadership.

Support renewals and expansion with existing customers.

Cross-Functional & Channel Collaboration

Partner closely with Solutions Engineers, Business Development, Inside Sales, Field Marketing, and Channel Management to support deal creation and progression.

Work with channel partners to source and co-sell SMB opportunities, ensuring alignment on target markets.

Collaborate with fellow Account Executives to uphold shared-territory rules of engagement, including account ownership, lead routing, and opportunity handoffs.

Collaborate with Customer Enablement, Pre-Sales, and Deployment teams to support customer onboarding and long-term success.

Operational Excellence

Maintain accurate CRM hygiene and forecasting through Salesforce.

Represent Evolv at regional trade shows, conferences, and customer events as appropriate to your territory.

Manage the full sales lifecycle: prospecting → qualification → evaluation → negotiation → close → renewal handoff.

Skillset That Drives Success

2–4 years of experience selling to small and medium-sized businesses (SMBs) or within a similar high-velocity B2B sales environment.

Ability to progress opportunities through each stage of the sales cycle.

Familiarity with, or strong interest in, developing channel partner relationships to generate new business.

Consultative selling expertise: deep listening, value alignment, and solution-oriented problem-solving.

Experience selling software-enabled hardware solutions is preferred.

Comfort presenting to business owners and senior decisionmakers, including C-suite stakeholders at small and medium-sized businesses.

Skill in preparing and delivering persuasive presentations and ROI models.

Strong negotiation skills and the ability to overcome objections effectively.

Accurate monthly and quarterly forecasting paired with disciplined CRM practices.

Ability to manage a high volume of concurrent opportunities across shorter sales cycles.

Full sales lifecycle ownership, including prospecting, deal progression, closing, and renewal partnership.

Prior B2B sales experience with a record of meeting or exceeding targets (preferred).

What is the leadership like for this role?

You will be joining the North America, East Sales Region. You will report to our Vice President for the East Region and share a territory with an Account Executive.

Our team culture is grounded in Evolv’s core values—integrity, collaboration, and accountability—and strengthened by kindness, authenticity, and curiosity. We challenge one another to think boldly, celebrate wins together, and create an environment where great work is both meaningful and fun.

Where is the role located?

Location:

You’ll share a sales territory with an Account Executive covering New York City, Long Island, New Jersey, Pennsylvania, and Delaware.

Central New Jersey is the preferred home base, particularly the New Brunswick–Edison area. We’ll also consider exceptional candidates based elsewhere in the territory.

You must live within 30 miles of a major airport. You’ll work with customers virtually and travel throughout the territory for in-person meetings as needed.

Travel:

Travel demands will fluctuate with customer engagement, trade shows, and your territory strategy, and may reach up to 60%. Because some customer operations run outside normal business hours, flexibility for occasional nights, weekends, and holidays may be required.