Mid Market Account Executive

About Default

Default is building the unified app and data layer for revenue teams starting by vertically integrating the historically-fragmented revenue stack with a set of AI-native apps like agentic workflows landing pages scheduling and much more.

Today Default is used by thousands of users at hundreds of fast-growing companies like Perplexity Replit Justworks Hex Rogo Bland and many more. We are backed by firms like Craft Ventures 8VC Alt Capital and BoxGroup as well as the angel investors who led product & revenue teams at companies like Notion Airtable Ramp Figma and many more.

Default is a compound startup. If youre not familiar with this terminology compound startups are big ambitious bets on opportunities that span multiple point-solutions and business processes. Compound startups aim to solve the entire problem as opposed to just one piece of it. This is obviously a much harder kind of company to build but if you do it right youll see all kinds of advantages emerge across both product distribution and culture.

Being a multi-product vendor also means customers will always find new ways to use your product unlocking new use cases and product expansion opportunities for you as you build. At Default customers typically start by using us to automate their complex inbound lead workflows with our scheduling routing and workflow apps alongside third-party enrichment data they can purchase through Default and AI agents they can configure natively.

Our team and business are growing fast; we just moved into our third office in a year in Flatiron and have grown revenue 3X since the start of 2025. We have several years of runway tens of millions in funding and are grateful to serve hundreds of customers from small startups to large enterprises.

About Our Team

We are deep believers in fostering a strong unique culture of building. This is core to how the company was founded: our founders spent years building everything from robots and race cars to parking software and bitcoin mining rigs before dropping out of college to start Default. We believe everyone at Default should be a fact our team is comprised of many of the key early employees who helped build companies like Gong Stripe Clearbit Copy AI and Sprig. Many of these same people are also ex-founders professional DJs photographers ex-Olympic athletes and musicians.

Building at Default doesnt just mean building the company: it also means building yourself. We look for people who can excel in their role but who also strive to reinvent themselves and who can grow to take on new challenges theyre well-suited to lead. We promote a lot internally and try to always leave room for evolution and reinvention.

About The Role

Were hiring a Mid-Market Account Executive to help build and scale our GTM motion at Default. Youll sell AI-native products that re-write how modern revenue teams operate acting as the connective tissue between CRMs systems and the people who run them.

This is a high-ownership role for a creative intellectually curious seller with strong fundamentals in discovery demos and deal execution. Success requires tenacity independence and the ability to deeply understand customer problems and map them to differentiated value.

What Youll Do

• Own the full sales cycle from first demo through close for mid-market accounts

• Carry and close against a monthly TCV-based quota

• Conduct rigorous discovery to understand prospects tech stacks revenue workflows and growth objectives

• Clearly articulate Defaults value and become a trusted product expert (we dogfood everythingDefault runs on Default)

• Qualify relentlessly and focus on best-fit high-conviction opportunities

• Multi-thread complex orgs to identify champions exec sponsors and expansion paths

• Partner closely with BDR Growth Product and CS to improve our end-to-end GTM motion

• Serve as a prospect-facing advocate for customers internally providing thoughtful product and market feedback

• Proactively identify leverage and process improvements that help the team scale faster and smarter

Qualifications

• You have experience selling complex software to MM customers.

• You are based in the New York City area.

• You are willing to work in-person 5 days per week.

• You thrive in a fast-paced environment.

• You are a team player there are no fiefdoms at Default.

• You have top-tier organization and communication skills.

• You have the ability to meet or exceed targets and quotas.

• You are able to give and get sometimes-tough feedback.

• You have high agency and are willing to step outside the responsibilities outlined in this JD to help yourself and your team win.

Bonus Skills & Attributes

• Strong opinions (loosely-held) or theses on how go-to-market evolves over the next few years will make working at Default 10x more fun.

• Experience with target account selling solution selling and using MEDDIC and Challenger (or similar) methodologies is a plus.

Benefits

• Competitive salary equity: if Default wins big you should too.

• Healthcare coverage: we cover 75% medical 100% dental 100% vision and life insurance coverage.

• Flexible PTO

• Monthly health & wellness stipend

• Learning and development opportunities

The standard OTE range for this position is $200000 to $250000 annually. Compensation offered will be determined by factors such as location level job-related knowledge skills and experience. Salary is just one component of Defaults total compensation package for employees. Your total rewards package will include equity and top-notch benefits.

We are a diverse group and we want to continue to attract and retain a diverse range of people into our organization. Were committed to an inclusive and diverse company. We do not discriminate based on gender ethnicity sexual orientation religion civil or family status age disability or race.

Required Experience:

IC