Mid-Market Account Executive - Billerica - ColdSnap

    ColdSnap
    ColdSnap Billerica

    3 days ago

    Description

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

    About ColdSnap

    ColdSnapis a rapid freezing appliance that produces single servings of frozen confections and frozen beverages in about 120 seconds from shelf-stable, ambient temperature, ColdSnap 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 ColdSnap, 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 foodservice), 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 ColdSnap platform alignment.
    • Position ColdSnap 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 ColdSnap 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 requirements, feature requests, and competitive positioning.
    • Contribute to the development of vertical playbooks, best practices, and sales enablement resources.

    Qualifications

    • 5–8 years of B2B sales experience, preferably in equipment, consumables, or platform-based solutions
    • Demonstrated success managing the full sales cycle in a quota-carrying role
    • Experience building and managing a book of business with strong account retention
    • Comfortable selling to mid-market accounts with multiple stakeholders and moderate deal complexity
    • Self-starter with the ability to build pipeline through outbound prospecting and vertical networking
    • Strong business acumen and ability to articulate ROI in operational environments
    • Consultative sales approach with emphasis on problem-solving and partnership

    Experience in foodservice, hospitality, healthcare, workplace services, or related verticals is a strong plus. Familiarity with recurring revenue models and consumables sales is highly valued.


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