Mid-Market Account Executive
Multi-thread complex deals into mid-sized funds, wealth platforms, and broker-dealers.
Sales · San Francisco · In-Office
About the role
Mid-Market deals at Caplight are multi-stakeholder. You are often selling to a portfolio manager, a head of research, an ops lead, and a procurement team in parallel. Cycles run six to twelve weeks. Average ACVs sit in the six-figure range. You will work named accounts across mid-sized hedge funds, wealth platforms with a private-markets line of business, and broker-dealer teams running secondary desks. We are hiring two Mid-Market AEs as we move upmarket from our SMB base into accounts where price discovery and signals data become the spine of an investment process.
What you will do
- Own full-cycle Mid-Market deals with $50K–$250K ACVs across named accounts
- Multi-thread across investment, research, ops, and procurement stakeholders
- Lead joint working sessions with our data and product teams when a buyer needs technical depth
- Build account plans, identify expansion paths, and run multi-quarter pursuits when the evaluation cycle demands it
- Negotiate enterprise paper terms (security review, data licensing, MSA redlines) with internal legal support
- Hit quarterly quota and contribute to a forecastable pipeline three quarters out
- Partner with marketing on field events and account-based campaigns into your territory
What you will bring
- 4–7 years in a full-cycle, quota-carrying closing role, with at least two years in Mid-Market or above
- Track record of consistently hitting or exceeding $1M+ annual quota at six-figure deal sizes
- Multi-threading instinct; you can map a buying committee in your sleep and know who actually signs
- Experience selling data, infrastructure, or analytics products to financial services buyers
- Comfortable in front of CIOs, Heads of Research, and Heads of Trading
- Disciplined forecaster; your call is your call, week after week
- Willingness to mentor and train junior account executives on the team
- Located in the SF Bay Area and ready to be in our SF office full-time
Nice to have
- Background selling into hedge funds, asset managers, wealth platforms, or broker-dealers
- Working knowledge of pre-IPO equity, secondaries structures, or capital markets infrastructure
- MEDDPICC, Command of the Message, or similar enterprise methodology
- Fluency with Claude, Hubspot, Slack, Granola, and a modern sales stack
Compensation
Compensation is competitive with software sales, investment banking, and adjacent finance careers. We pay top-of-market for the role.
Specific base, OTE, and variable split are shared during the hiring manager phone screen and reflect level, experience, and interview performance.
About Caplight
At Caplight, we're building the Bloomberg for private markets. Top venture investors rely on Caplight's proprietary data to research and value companies like Anthropic, SpaceX, OpenAI, and Stripe, and use Caplight's marketplace to communicate and trade.
Equal opportunity
Caplight is an equal opportunity employer. We hire without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, age, marital status, veteran status, disability, or any other protected characteristic. If you need an accommodation during the interview process, let us know.
