Mid-Market Account Executive

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Full Time Professional Billerica, MA, US

Salary Range: $80,000.00 To $ Annually

Mid-Market Account Executive

Location: Billerica, MA
Reports to: VP, Sales Compensation: $80,000-$100,000 base salary + commission

About Cold Snap

Cold Snap®is a rapid freezing appliance that produces single servings of frozen confections and frozen beverages in about 120 seconds from shelf-stable, ambient temperature, Cold Snap pods. Our mission is to transform the way that ice cream and other frozen confections are produced, transported, purchased & consumed. We are a rapidly growing startup based in Billerica, MA that is here to disrupt the cold supply chain while providing commercial settings an appliance that delivers tasty frozen treats in a snap.

Position Overview

The Mid-Market Account Executive is a direct sales role responsible for originating, closing, and managing accounts within one or more assigned verticals. This role owns the complete sales cycle for mid-market accounts—from prospecting and discovery through negotiation, close, and ongoing account growth. Unlike our enterprise motion, this position combines new business acquisition with vertical account management, building density and velocity within focused market segments.

At Cold Snap, a mid-market account is defined as one with:

• 5–50 machine placement potential over 12–24 months, and/or
• Regional or multi-location presence with decentralized or centralized buying, and/or
• Annual pod revenue potential in the six-figure range

The Mid-Market Account Executive will own one or more verticals (e.g., healthcare, hospitality, workplace, college/university, or regional food service), building repeatable sales motions and deep vertical expertise. This is a quota-carrying role with clear accountability for machine placements, pod revenue, and account retention within assigned verticals.

Approximately 80 percent of this role is focused on direct selling and account management. The remaining 20 percent is invested in vertical strategy development, customer success coordination, and building scalable processes that accelerate growth within the assigned segment(s).

Core Responsibilities

• Prospect, qualify, and close mid-market accounts within assigned vertical(s).
• Own the full sales cycle from initial outreach through contract execution and onboarding.
• Build relationships with key decision-makers across operations, purchasing, marketing, and finance.
• Design and execute pilot programs that demonstrate ROI and convert to full deployments.
• Lead pricing discussions, proposal development, and contract negotiation.
• Manage ongoing account relationships post-sale, identifying expansion opportunities and ensuring customer satisfaction.
• Drive account growth through upsell, cross-sell, and multi-location expansion.

Vertical Expertise & Market Development

• Develop deep knowledge of assigned vertical(s), including key players, buying behaviors, pain points, and use cases.
• Identify and prioritize target account lists based on vertical fit and Cold Snap platform alignment.
• Position Cold Snap as a platform solution tailored to vertical-specific needs and operational realities.
• Refine messaging, objection handling, and value propositions based on vertical feedback and win/loss analysis.
• Represent Cold Snap at vertical-specific trade shows, conferences, and industry events as needed.
• Build and maintain a healthy pipeline with disciplined activity metrics and stage progression.
• Provide accurate weekly/monthly forecasts for machine placements and pod revenue within your vertical(s).
• Track account health, renewal risk, and expansion potential across your book of business.
• Meet or exceed quarterly and annual quotas for new machine placements and recurring pod revenue.

Cross-Functional Collaboration

• Partner with Marketing to develop vertical-specific campaigns, case studies, and sales collateral.
• Coordinate with Operations and Customer Success to ensure seamless onboarding and account support.
• Provide feedback to Product on vertical…