Mid-Market Account Executive

About Gem

Gem is the only AI-first all-in-one recruiting platform. It brings together your ATS, CRM, sourcing, scheduling, and analytics — plus 800+ million profiles to source from — with AI built into every workflow. By eliminating the headaches of juggling multiple tools, Gem helps customers boost recruiter productivity by up to 5x while saving 30-50% on technology costs. Over 1,000 organizations — from startups to industry leaders like Zillow, DoorDash, and Asana — trust Gem to fuel their growth. With an industry-leading 4.8/5 rating on G2, Gem is the platform recruiters actually love to use. Gem has raised $148M from renown investors including Accel, Greylock, ICONIQ, Sapphire, and Meritech. With Gem, you can experience the power of a truly connected recruiting platform — one consistent interface, unified data, smarter AI recommendations, and simplified permissions. Our customers achieve remarkable results. Just As We Strive To Help Our Customers Find Great Talent, We Also Invest In Our Own People And Culture. We Are Proud Of The Culture We’ve Built And Have Recently Been Recognized As Forbes America's Best Startup Employers 2025, Great Place to Work Certified, 2024, and Fortune Best Workplaces for Millennials, 2023.

The Team & Role

The Gem team is on a mission to improve the lives of talent acquisition professionals everywhere. We are passionate about helping leaders get the insights they need and allowing recruiters to automate the tedious parts of their work so they can spend time on what matters to them most. Gem is experiencing incredible growth and to accelerate even faster we need experienced sellers to bring in new Mid-market logos. We are seeking an experienced sales professional with demonstrated success opening new opportunities via outbound prospecting, managing a sales pipeline and closing new business. As an Account Executive, you will schedule demos with prospective customers, qualify opportunities, and close business under the guidance of your frontline sales manager. And as a bonus, you will get a front row seat to the exciting changes happening in the recruiting community and the opportunity to influence the future of recruiting!

What You’ll Do Day-to-Day

• Bring a positive, team-centric mindset to contribute to making Gem an exceptional place to work.
• Take responsibility for the end-end sales processes for your accounts.
• Research, identify, and engage prospects to build, manage, and close a sales pipeline - this is a full cycle sales role where no task is too small or too large when it comes to closing your opportunities.
• Prospect into warm and cold accounts to create new business opportunities with companies up to 2,500 employees.
• Execute a customer-centric and process-driven sales approach - building and maintaining value-driven relationships with key customer personas, from senior leaders to individual contributors.
• Work closely with cross-functional partners to support your deal cycles.
• Forecast accurately and develop the necessary pipeline to meet/exceed quota.
• Gather and distribute product feedback from customers and prospects to the sales and product teams to help us continually enhance our product offerings.

About You

• 3-6 years experience in a closing role, with a demonstrated ability to generate sales pipeline and exceed sales targets.
• A growth-mindset, knowing that you have the best product in the market for our respective focus area (4.8 out of 5 rating on G2).
• Willingness to work in a startup environment, with the openness to take on new and unexpected challenges with positivity and creativity.
• Outstanding verbal, written and stand up presentation skills.
• Familiarity with a Value Selling Methodology, MEDDPICC is preferred.
• Demonstrated ability to prioritize accounts across a territory to maximize closed won business.
• A demonstrated enthusiasm for net-new prospecting and pipeline generation.
• Proven success navigating organizations to quickly identify the decision maker and the decision making process for SaaS investments.
• Must be exceptionally organized and have experience leveraging tools like Salesforce, Clari Amplemarket, Outreach.io, Gong, Highspot and other sales solutions.
• Excitement to work in a team-environment, where you’ll be asked to think creatively, test hypotheses, and share successes/failures with your team.
• Background in Midmarket sales with the ability to multi-thread and drive meaningful conversations with VP+ personas.
• Ability to travel to customer/prospect sites, marketing events, conferences and to company and regional gatherings (i.e.: SF or NYC).

Benefits

• Highly competitive salary & equity
• 10-year window to exercise your stock options
• Supportive Flexible Time Off program
• 16 paid holidays, including regular company-wide wellness days
• Best-in-class medical, dental & vision insurance
• $1,200 annual stipend for learning and development opportunities
• 16 weeks of Paid Parental Leave for birthing and non-birthing parents
• New Parent Perks totaling $1,500 and flexibility upon return to work

Equal Opportunity Employer

Gem is an equal opportunity employer. We celebrate our inclusive work environment and encourage folks of all backgrounds and perspectives to apply. At Gem, we’re committed to having an inclusive and transparent environment where every voice is heard and acknowledged. We embrace our differences, and know that our diverse team is a strength that drives our success. Gem is committed to developing a barrier-free recruitment process and work environment. If you require any accommodation, please email us at accommodations@gem.com and we’ll work with you to meet your accessibility needs. Gem’s Candidate Privacy Notice By clicking “Submit Application”, you acknowledge and agree that you have read and understand Gem’s Candidate Privacy Statement, including the information provided on how Gem processes your personal data and your related rights as set forth therein.

Key skills/competency

• Mid-Market Account Executive
• Sales Pipeline Management
• Outbound Prospecting
• Closing Business
• SaaS Sales
• Value Selling
• MEDDPICC
• Salesforce
• Relationship Building
• Forecasting