Account Executive - Mid Market

WHAT WE DO Adaptive is a vertical AI company of 50, building the agentic operating system for the $2 trillion U.S. construction industry. We work with over 1,000 customers, partner with over 50 accounting firms, and have raised $26m from Emergence, a16z, and other top funds. WHY JOIN US? Win a massive category that's up for grabs. Construction is among the least digitized industries left, and no AI king has been crowned. With our momentum, team, and backing, we are in position to be that company Build a moat that compounds. We orchestrate multi-stakeholder workflows across an industry that today runs on paper, email, and phone calls. Every process we manage generates data no one else has. That data makes each new use case easier to expand to, while building a compounding moat Work with the rare team that can pull this off. Winning here takes deep construction knowledge and deep AI fluency in the same room. That intersection is rare, and we have it with backgrounds across finance, technology, and construction Serve the people building the world around you. Your favorite local café. The new house on the corner. The massive new skyscraper at Central Park South. All built by our customers: skilled, creative people who have spent their lives bringing neighborhoods to life ROLE SUMMARY We're looking for a Mid-Market Account Executive to help us bring Adaptive to more builders across the country. Over 1000 builders rely on Adaptive to give them real-time financial clarity and help protect their profit margins through better cash flow management, faster draws, and automated job costing. In this role, you'll own a full-cycle sales process — from first touch to close — targeting mid-market construction companies with more complex needs, longer sales cycles, and multi-stakeholder buying groups. You'll work closely with our high-performing BDR team to develop a territory strategy, build a strategic pipeline, and drive net-new business. If you're excited about ownership, consultative selling, and building a category-defining product, this is the role for you RESPONSIBILITIES - Develop and execute a territory plan: Work hand-in-hand with your BDR(s) to identify and prioritize mid-market builders in your assigned territory, leverage social proof, and build a high-quality pipeline of net-new opportunities. - Run full-cycle sales: Own discovery, demos, proposals, and negotiation through to signed contract — navigating multi-stakeholder buying groups including operations, finance, and executive leadership. - Lead strategic deal execution: Conduct deep discovery to uncover operational inefficiencies and business pain, deliver tailored presentations and proposals aligned to each customer's workflows and scale, and drive deals to close with urgency and precision. - Manage your pipeline with rigor: Maintain disciplined pipeline coverage, accurate forecasting, and proactive deal inspection to move opportunities through the funnel. - Collaborate across teams: Partner with Marketing, Product, and Customer Success to bring customer feedback and insights back to the business, and support smooth handoffs through implementation. - Represent Adaptive: Position Adaptive as the trusted financial operations platform for mid-market builders. WHAT WE’RE LOOKING FOR - 3–5 years of full-cycle SaaS closing experience, with a track record selling into mid-market accounts - Proven ability to consistently meet or exceed quota managing complex, multi-stakeholder deals with longer sales cycles - Strong discovery and consultative selling skills — you can quickly uncover pain points, build a business case, and create urgency with economic buyers - Experience navigating multi-stakeholder buying processes and engaging at the executive level - Comfortable building and managing a strategic pipeline in a defined territory with a balance of inbound and outbound motion - Highly motivated self-starter who thrives with autonomy and ownership - Familiarity with construction, finte