Account Executive (Remote, United States)

APPLICATION DEADLINE: This role will be taken offline based on the application volume received. If you are interested in being considered, we encourage you to apply today. Who we are: M-Files is the leading platform for knowledge work automation. With the M-Files platform, knowledge workers can find information faster, work smarter, and achieve more. M-Files features an innovative metadata-driven architecture, embedded workflow engine, and advanced artificial intelligence. This enables customers to eliminate information chaos, improve process efficiency, and automate security and compliance. We help knowledge workers to work smarter. To learn more about us we encourage you to visit our company page. To learn more about how we became a Certified Great Place to Work visit, Working at M-Files | Great Place to Work. Summary of the role: As an Account Executive at M-Files, you will play a key role in driving revenue growth by identifying, qualifying, and closing new business opportunities, while also expanding existing customer relationships. You will serve as a trusted advisor to prospects and customers, educating them on the M-Files Intelligent Information Management platform and tailoring solutions to meet their unique business needs. This role requires an entrepreneurial mindset, a deep understanding of solution selling, and strong collaboration skills to work cross-functionally with internal teams and stakeholders. What you will be doing/Responsibilities and Duties:

• Prospecting, qualifying, and closing new logo opportunities within assigned territories or verticals
• Identifying upsell and cross-sell opportunities within existing customer accounts
• Conducting discovery conversations to understand customer challenges and align M-Files solutions accordingly
• Delivering compelling product demonstrations and lead consultative sales discussions
• Building and managing a strong sales pipeline using CRM tools (e.g., Salesforce)
• Partnering with internal teams (Sales Engineering, Customer Success, Marketing, etc.) to deliver high-quality customer experience
• Generating proposals, leading contract negotiations, and closing deals with multiple stakeholders
• Staying informed on product capabilities, competitive positioning, and market trends
• Traveling for key customer meetings, industry events, or onsite presentations as needed

Key Interfaces to Other M-Files Roles:

• Direct Sales team members
• Sales Engineers
• Business Development Representatives
• Professional Services
• Customer Success
• Product Management
• Marketing

Requirements

Who you are/Qualifications and Skills:

• Bachelor's degree and/or equivalent work experience as outlined
• 3 - 5 years of full-cycle B2B SaaS sales experience, preferably in information management, enterprise software, or content/document management.
• Demonstrated success in both new business acquisition and account expansion
• Strong communication and presentation skills, both written and verbal
• Consultative selling skills and ability to lead technical discoveries
• Experience navigating complex sales cycles and working with multiple stakeholders
• Highly motivated, organized, and results-driven
• Proficient in Salesforce or similar CRM platforms

Preferred Experience

• Familiarity with solution selling frameworks (e.g., SPICED, MEDDIC, Challenger)
• Experience selling to mid-market or enterprise accounts
• Background in Energy, Utilities, Professional Services, or other knowledge work industries
• Experience working in a fast-paced, high-growth SaaS environment

Participation in our Recruitment Process

• Initial Phone Screen w/People & Culture Team Member
• Hiring Manager - Sales Director
• Internal Team Member - Sales Director
• Role Play Assessment: Discovery Call / Intro Pitch Simulation
• Final Interview (s) - SVP of Sales and/or Chief Revenue Officer
• Completed Recruitment Process Time Investment for Applicant: ~Approx. 4hrs

Benefits

What We Offer

• Base + Commission: M-Files offers excellent compensation including a base salary plus commission on sales. There is no cap on commission (50/50 split, monthly payout)
• As a remote-first enabled company our employees enjoy the flexibility to establish their own life/work balance
• 10 paid holidays annually
• Unlimited PTO
• Matching 401K Plan (25% of employees' contribution up to the IRS max)
• Health insurance (PPO and HDHP/HSA plans offered)
• Dental insurance
• Vision insurance
• Employee Health Resource App
• Monthly Remote Stipend
• Life insurance (1x employee salary)
• Short-term disability (employer paid)
• Long-term disability (employer paid)
• Flexible Spending Plan (medical and dependent)

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