About this role.
Nextiva is hiring a Mid-Market Sales Account Executive to acquire and expand mid-market customers for its AI-powered CX, contact-center, UCaaS, and communications platform. This is a hunter-oriented B2B SaaS sales position responsible for outbound pipeline generation, strategic account planning, consultative discovery, multi-stakeholder sales cycles, and quota attainment. The role requires at least five years of relevant B2B sales experience and strong familiarity with structured sales methodologies, CRM discipline, and AI-enabled selling tools. It is remote across the United States, with a four-day onsite expectation for employees located within 40 miles of the Scottsdale, Arizona headquarters. Travel of up to 75% is required.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
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Core skills
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Sample interview questions
I segment target accounts by fit, trigger events, and likely business pain, then run coordinated outreach across calls, email, LinkedIn, partners, and referrals. I measure conversion at each stage, test messaging consistently, and reserve time every week for prospecting so pipeline creation remains predictable.
I begin with discovery to identify the business problem, measurable outcomes, decision process, champions, technical evaluators, and economic buyer. I document these elements in a mutual action plan, tailor value messages to each stakeholder, and continuously validate next steps, risks, and close criteria.
I would avoid leading with features and first quantify operational and customer-experience gaps, such as long resolution times, inconsistent service, or high agent workload. I would then connect AI automation, communications, and customer intelligence capabilities to specific outcomes such as improved service levels, agent productivity, retention, and cost efficiency.
I use a structured framework such as MEDDPICC to validate metrics, decision criteria, decision process, pain, champion strength, competition, and economic-buyer access. Opportunities are forecast only when critical evidence is verified, which makes risks visible early and prevents optimistic pipeline reporting.
In a stalled deal, I reassessed the stakeholder map and found that the original champion lacked influence over budget approval. I re-engaged through a new operational leader, reframed the business case around measurable impact, created a mutual close plan, and regained executive sponsorship to move the opportunity forward.
Redefine the future of customer experiences. One conversation at a time.
At Nextiva, we’re reimagining how businesses connect, bringing together customer experience and team collaboration on a single, conversation centric platform. Powered by AI, driven by human innovation.
Our culture is forward thinking, customer obsessed and built on the belief that meaningful connections drive better business outcomes. Whether it’s through our signature Amazing Service®, the technology we create, or the experiences we cultivate, connection is at the core of who we are.
If you’re ready to collaborate with incredible people, make an impact, and help businesses everywhere deliver truly amazing experiences, this is where you belong.
Location: While this role is open to remote candidates across the United States, team members located within 40 miles of our Scottsdale headquarters (9451 E. Via de Ventura, Scottsdale, AZ 85256) are expected to work onsite four days per week to support collaboration, speed, and execution. Specific scheduling and flexibility will be guided by your leader to support both team collaboration and individual productivity.
As a Mid-Market Account Executive at Nextiva, you’ll help organizations transform how they connect with customers through AI-powered customer experience, contact center, and business communications solutions. This is a true hunter role focused on acquiring and growing relationships with mid-market organizations navigating digital transformation and AI adoption. You’ll work with a growing portfolio of CX, CCaaS, UCaaS, and AI solutions while partnering closely with marketing, channel partners, and sales development teams to build pipeline and close complex opportunities.
You’ll join a team selling one of Nextiva’s most strategic growth areas, helping organizations leverage AI, automation, and customer experience technology to drive measurable business outcomes. If you’re energized by creating opportunities, managing sophisticated sales cycles, and helping customers solve meaningful business challenges, you’ll find significant opportunity to make an impact here.
What You’ll Do:
- Drive New Business Growth: Consistently achieve and exceed quota by acquiring new mid-market customers and expanding existing opportunities across Nextiva’s CX, contact center, communications, and AI portfolio
- Generate Pipeline: Build and maintain a healthy pipeline through outbound prospecting, strategic account penetration, referrals, networking, partner relationships, and inbound opportunities
- Navigate Complex Sales Cycles: Manage opportunities involving multiple stakeholders, champions, influencers, and decision-makers from discovery through close
- Understand Customer Challenges: Conduct consultative discovery to uncover business objectives, operational challenges, customer experience gaps, and growth opportunities
- Develop Strategic Account Plans: Create and execute account strategies that drive engagement, build executive relationships, and expand opportunity within target organizations
- Deliver Compelling Solutions: Present and demonstrate Nextiva solutions in a way that connects technology capabilities to measurable business outcomes
- Manage Opportunities Effectively: Utilize established sales methodologies and CRM best practices to maintain pipeline health, forecast accurately, and advance deals efficiently
- Leverage AI-Powered Sales Tools: Use AI-enabled tools and automation to improve prospecting, personalize outreach, accelerate research, and increase productivity
- Apply Data-Driven Selling Practices: Utilize AI insights, customer intelligence, and sales analytics to prioritize opportunities, strengthen account strategies, and improve forecasting accuracy
- Partner Cross-Functionally: Collaborate with sales development, solutions consulting, marketing, channel partners, customer success, and product teams to deliver exceptional customer experiences
About You:
- Industry Experience: 5+ years of successful B2B sales experience, preferably within CX, CCaaS, UCaaS, conversational AI, customer engagement technology, or related SaaS solutions
- Mid-Market Sales Expertise: Experience managing complex sales cycles involving multiple stakeholders and decision-makers
- Prospecting Mindset: Demonstrated success generating pipeline through outbound prospecting and account development activities
- Sales Methodology Knowledge: Familiarity with structured sales methodologies such as MEDDPICC, Customer-Centric Selling, Challenger, or similar frameworks
- Communication Skills: Exceptional verbal, written, and presentation skills with the ability to build credibility across technical, operational, and executive audiences
- Analytical Thinking: Strong problem-solving and business acumen with the ability to connect customer challenges to business outcomes
- Drive for Results: Consistently delivers results in fast-paced, performance-oriented environments
- Adaptability and Resilience: Thrives through change, responds well to challenges, and maintains momentum when facing obstacles
- AI Fluency: Demonstrated ability to leverage AI-powered tools to improve productivity, customer engagement, account planning, and sales execution
- Technology Curiosity: Naturally curious about emerging technologies and motivated to continuously learn new tools, platforms, and industry trends
- Collaboration: Builds strong relationships across teams and contributes to a culture of shared success
- Travel: Ability to travel up to 75%
Nextiva DNA (Core Competencies)
Nextiva’s most successful team members share common traits and behaviors:
- Drives Results: Action-oriented problem solvers who quickly bring clarity and simplicity to ambiguity, challenge the status quo, and lead meaningful change; celebrating wins to fuel momentum. They act swiftly and pragmatically, learning and improving as they go.
- Critical Thinker: Data-driven, forward-thinking individuals who identify key drivers, anticipate risks, and deliver clear recommendations. They confidently leverage AI and automation to reduce friction, improve decision-making, and focus on higher-value work.
- Right Attitude: Collaborative, competitive, and resilient team players who jump in to solve tough problems, learn from setbacks, and foster a culture of service, respect, and care for customers and teammates.
Total Rewards
Our Total Rewards offerings are designed to allow Nexties to take care of themselves and their families so they can be their best, in and out of the office.
Our compensation packages are tailored to each role and candidate’s qualifications. We consider a wide range of factors, including skills, experience, training, and certifications, when determining compensation. We aim to offer competitive salaries or wages that reflect the value you bring to our team. Depending on the position, compensation may include base salary and/or hourly wages, incentives, or bonuses.
The expected hiring range is $120,000 – $190,000, including annualized base salary and annualized target sales incentive. Some sales roles are paid hourly with overtime eligibility. A different level in the job hierarchy may apply to a specific candidate, resulting in a different hiring range.
- 🍏 Health: Multiple health plan options to suit your needs, including medical, dental, vision, and telemedicine coverage
- 💼 Insurance: Life, disability, and supplemental indemnity plans
- ⚖️ Work-Life Balance: Flexible Time Off for salaried employees, PTO for hourly employees, Paid Sick Time, Paid Parental Bonding Leave, and holiday pay
- 💰 Financial Security: 401(k) with company match, Health Savings Accounts with company contributions, Dependent Care FSA
- 🤸 Wellness: Employee Assistance Program (EAP) and comprehensive wellness initiatives
- 🌱 Growth: Access to ongoing learning and development opportunities and career advancement
At Nextiva, we’re committed to supporting our employees’ health, well-being, and professional growth. Join us and build a rewarding career!
Nextiva is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We prohibit discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Nextiva participates in the E-Verify Program where and as required by law. For additional information about E-Verify visit USCIS.
#LI-MP1 #LI-REMOTE
Founded in 2008, Nextiva has grown into a global leader trusted by over 100,000 businesses and 1M+ users worldwide. Headquartered in Scottsdale, Arizona, and with teams across the globe, we’re the future of customer experience and team collaboration through our AI-powered, conversation-centric platform.
Want to see what life at Nextiva is all about? Connect with us on Instagram, Instagram MX, YouTube, LinkedIn, and the Nextiva Blog.
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