Mid-Market Account Executive

ABOUT HUMANLY Humanly builds AI-native hiring software that turns recruiting from a reactive scramble into a predictable system. Built for hourly, frontline, and high-volume hiring, we don't just give teams tools — we deliver pre-vetted, ready-to-hire candidates on demand. Our AI conducts over 9,000 interviews a day for hundreds of customers, including Microsoft, Domino's, MGM Resorts, and Massage Envy. We recently closed a $25M Series B, and we're using it to accelerate what's already working: expanding the platform, growing the team, and deepening our reach with the companies who rely on us. Headquartered in Bellevue, WA with a team that spans the globe, we're at the stage where the foundation is built, the momentum is real, and the ceiling is wherever we decide to put it. We call ourselves Human Beans. We take ownership, move fast, and care about doing the right thing — for our customers, for candidates, and for each other. AI is core to what we build, and we're intentionally building a workplace where it's embedded in how we work too. We know the future is changing, and we're changing with it. If that's the kind of place where you do your best work, we'd love to meet you. THE ROLE We're hiring a Mid-Market Account Executive to win new logos among employers with 1,000 to 5,000 employees who hire hourly and frontline workers at volume. This is a full-cycle, quota-carrying role: you build most of your own pipeline, run the sale from first call to signature, and carry more deals at once than an enterprise rep would. Your buyers feel the pain directly. They're lean TA teams — often one to five recruiters — supporting hundreds of locations, buried in screening and scheduling, and losing candidates to slow response times. You'll help them see what fixing that is worth, and get to a decision in weeks, not quarters. WHO YOU'LL SELL TO - Company size: 1,000–4,999 employees, most of them hourly or frontline. - Industries: Retail, healthcare, hospitality, manufacturing, and transportation and warehousing. - Hiring profile: Several hundred to 1,000+ frontline hires a year across dispersed sites — stores, hospitals, restaurants, properties, terminals — with high turnover and seasonal or opening surges. - Buyers: Directors and VPs of Talent Acquisition, HR leaders, and operations executives who own hiring outcomes. Buying groups are smaller than in enterprise, and the economic buyer is usually close to the problem. WHAT YOU'LL DO - Build your own pipeline. Prospect a defined mid-market territory through targeted outbound, LinkedIn, events, and partner referrals, and work inbound leads fast. Self-sourced pipeline is the core of this role. - Run a consultative sale. Lead discovery, demo, technical scoping, and proposal, with each stage following how the buyer actually decides — not a feature tour. - Pick the right entry point. Read each prospect's HR tech stack and lead with what fits: Humanly's AI recruiting layer for teams on Workday, SuccessFactors, or other suites they'll keep; Humanly ATS for teams on payroll-first systems like Dayforce, Paycor, or Paycom. - Sell the business case. Tie Humanly to the numbers your buyer is measured on — time-to-hire, recruiter capacity, applicant drop-off, and cost of unfilled shifts. - Close efficiently. Manage a high-velocity book of active deals, handle security and procurement without stalling, and negotiate to signature. - Keep a clean forecast. Maintain accurate HubSpot records and call your number with confidence every week. - Work as one team. Partner with Marketing, Partnerships, Customer Success, and Implementation. Hand off cleanly at close, and pass accounts above 5,000 employees to our Enterprise team. - Hit your number. Consistently meet or exceed quarterly and annual new-business targets. WHAT YOU'LL BRING - 3+ years of closing B2B SaaS new business as a full-cycle Account Executive. - A track record of meeting or beating quota, with numbers you can walk us through. - Real self-sourcing experience: you've built a meaningful share of your own pipeline, not just worked handed-off leads. - Comfort running many deals at once on shorter cycles, without letting discovery quality slip. - Confidence selling to HR, talent acquisition, or operations leaders. - Disciplined CRM and forecasting habits. - Clear, direct communication and the judgment to disqualify early. EVEN BETTER - Experience selling HR tech, recruiting software, ATS, or workforce management platforms. - Familiarity with HCM and ATS systems such as Workday, UKG, Dayforce, Paycor, Paycom, iCIMS, or Greenhouse. - Experience selling into high-volume hiring industries such as healthcare, retail, QSR, hospitality, or logistics. - Experience at an early- or growth-stage startup where the playbook was still being written. WHAT WE OFFER - Collaborate with a diverse and passionate team dedicated to transforming the hiring landscape - Competitive compensation + equity - Company sponsored medical, dental, and vision plans for employees - Learning & development stipend - Wellness stipend - 401(k) program - 12 weeks fully paid parental leave - Flexible PTO - Recognition programs and prizes - Company retreats and team building events!