Mid-Market Account Executive

Standard Template Labs · New York, NY (Flatiron District) · Full-time

Standard Template Labs is an early-stage, AI-native startup rebuilding Service and Configuration Management from the ground up. Enterprises have spent years — and enormous budgets — on service management platforms that take forever to stand up, grow more tangled with every add-on, and treat AI as something you bolt on later. We've built the opposite: a system that's AI-native at its core, with graph-based architecture and design people actually want to use. We've raised $49M from top-tier venture funds and high-profile angel investors who've built and led in this industry, and we're out to replace the tools enterprises tolerate with one they'll choose.

About the Role

We're hiring Mid-Market Account Executives to win and grow customers across the mid-market. This is a hands-on, full-cycle sales role: you'll own everything from first outreach through close, selling our AI-native service management platform to IT and service leaders (IT Directors, Service Managers, and senior IT leaders) at mid-sized organizations (roughly 2,000–10,000 employees). As an early go-to-market hire, you'll help define what mid-market selling looks like here from day one.

Responsibilities

• Own the full new-business sales cycle: prospecting, discovery, evaluation, negotiation, and close.

• Generate much of your own pipeline through proactive outbound rather than relying on inbound alone.

• Run full-cycle deals across IT and service stakeholders, keeping momentum through evaluation and close.

• Sell the AI-native difference credibly, helping buyers see how STLabs transforms their service operations rather than just replacing a tool.

• Partner with the CEO, engineers, and product managers to shape the story, feed the roadmap, and refine our positioning.

• Forecast accurately and keep the CRM current.

Qualifications

• 4–7 years in sales, including 2+ years of full-cycle closing in B2B SaaS, with a consistent track record of closing new logos.

• Comfortable generating your own pipeline and closing net-new business, not just expanding existing accounts.

• Experience selling into IT or service management buyers (or adjacent operational software) a plus.

• Strong discovery and deal-management instincts; you can keep multi-stakeholder deals moving.

• Comfort working in a fast-paced startup environment with end-to-end ownership.

What We Offer

• The opportunity to own critical revenue relationships and shape how we sell as we scale.

• A culture that values craftsmanship, autonomy, and technical excellence.

• Competitive compensation, equity, and benefits package.

• Aggressive accelerators for overachievement.

• Work from our Flatiron District, Manhattan office, where you'll be side-by-side with the founding team in a supportive, collaborative setting. Our team works on-site five days a week, growing and building together, and the location is easy to reach with plenty of public transportation options. This role also includes travel to customers and events as the business requires.

As an equal opportunity employer, we don't tolerate discrimination or harassment of any kind. Whether that's based on race, ethnicity, age, gender identity, citizenship, religion, sexual orientation, disability, pregnancy, veteran status or any other protected characteristic as outlined by federal, state or local laws.

The reasonably estimated yearly compensation for this role is: $100,000 base / $200,000 OTE (inclusive of commission) USD.