Job Description

The Mid-Market Customer Account Executive (CAE) drives renewals, expansions, and revenue growth within Criteria’s mid-market customer base (companies with 100–999 employees). This quota-carrying role is commercially focused and responsible for retaining and growing annual recurring revenue across a defined book of business. 

The CAE partners closely with Customer Success to ensure alignment on customer health and value realization but owns the commercial relationship end-to-end (from renewal strategy through upsell execution and multiyear expansion). 

Responsibilities

The primary responsibilities of this role include:

• Own renewal and expansion outcomes for a defined portfolio of mid-market customers, achieving quarterly and annual GRR/NRR targets. 
• Identify whitespace opportunities and lead commercial conversations around product expansions such as IIQ, Develop, or multiyear upgrades. 
• Collaborate with Customer Success to align on customer health, usage trends, and risk mitigation plans. 
• Execute renewal playbooks and manage all aspects of pricing, packaging, and negotiation in partnership with Legal and Finance. 
• Maintain accurate pipeline hygiene, renewal forecasts, and opportunity management in Salesforce. 
• Lead value-focused discussions with decision makers and champions to reinforce ROI and justify expansion. 
• Provide customer insights and competitive feedback to help evolve go-to-market strategy and product positioning. 

Requirements

To be successful in this role the incumbent will demonstrate the following:

• 5 years of experience in SaaS Account Management or Renewal Sales roles with a proven record of exceeding retention and upsell targets. 
• Strong commercial and negotiation skills; comfortable navigating procurement and multistakeholder buying cycles. 
• Experience driving revenue growth within mid-market segments; HR Tech or Talent Solutions background a plus. 
• Consultative, data-driven approach with ability to articulate value and business outcomes to senior HR and operations leaders. 
• Highly organized and accountable with strong forecasting discipline and cross-functional collaboration skills.

Base salary: $75,000 – $80,000

Variable compensation: $68,000 – $72,000

OTE range: $143,000 – $152,000