Middle Markets Sales Executive

Sales & Marketing, reports to the Chief Revenue Officer Automated Financial Systems (AFS) is an FFIEC-regulated technology service provider delivering commercial lending software to banks, credit unions, and specialty lenders across the United States. Our flagship platform, AFSVision, powers the entire commercial lending lifecycle — from origination and underwriting through servicing and portfolio management. Our growing suite of solutions includes IRIS (intelligent reporting and imaging), Credit Risk Navigator (CRN), and the Pricing Dashboard, all delivered from our hosted private cloud (HPC) SaaS environment. Purpose of the Role We are seeking a Middle Markets Sales Executive to grow AFS's presence among community banks, credit unions, and regional financial institutions — typically those with $5B to $20B in assets. This is a quota-carrying, new-logo-focused role for a consultative seller who thrives in a relationship-driven environment and can translate complex lending software capabilities into clear business value for mid-sized institutions navigating growth, modernization, and regulatory demands. Scope and Core Responsibilities

• Own a defined territory of community banks, credit unions, and regional lenders and develop a strategic account plan to meet or exceed an annual revenue quota of $750K-$1.5M ARR.
• Manage the complete sales cycle — prospecting, discovery, product demonstration, proposal, negotiation, and close — on deals typically ranging from 6 to 18 months in length.
• Identify and engage key decision-makers including Chief Lending Officers, CFOs, EVPs of Commercial Banking, and IT leadership at target institutions.
• Position the full AFS portfolio — AFSVision, IRIS, CRN, and the Pricing Dashboard — based on each prospect's commercial loan volume, growth goals, operational pain points, and technology maturity.
• Deliver compelling product demonstrations and ROI-focused presentations tailored to the budgets and priorities of mid-sized institutions.
• Collaborate with Sales Engineering and Implementation teams to scope solutions, answer technical due diligence questions, and support contract finalization.
• Maintain accurate pipeline records and forecasts in Salesforce, applying a consistent sales methodology throughout each opportunity.
• Build relationships in the middle markets lending community through regional banking associations, trade events (RMA, state banker associations, CUNA/NAFCU), and referral networks.
• Provide feedback to Product and Marketing on competitive positioning, pricing sensitivity, and feature gaps observed in the middle markets segment. Qualifications
• 3-6+ years of B2B software or SaaS sales experience, with a proven track record of meeting or exceeding quota.
• At least 2 years selling technology solutions to community banks, credit unions, or regional financial institutions, ideally in commercial lending, loan origination, or financial technology.
• Experience managing full-cycle deals with ACV in the $100K- $1.5M range and navigating multi-stakeholder buying processes.
• Ability to speak credibly with lending and operations professionals about commercial loan workflows, credit administration, and the regulatory environment (FFIEC, BSA/AML).
• Proficiency with Salesforce CRM; comfort with structured sales methodologies (MEDDIC, SPIN, Challenger, or equivalent).
• Strong presentation skills, with the ability to simplify technical concepts for non-technical audiences.
• Bachelor's degree or equivalent professional experience. Preferred
• Familiarity with commercial loan origination systems (LOS), loan management systems (LMS), or credit risk tools, and experience articulating their value to mid-sized lenders.
• Existing relationships with commercial lending leaders at community banks or credit unions in the $500M-$20B asset range.
• Experience selling hosted or private-cloud SaaS solutions, including navigating vendor due diligence and third-party risk management reviews.
• Background in or exposure to fintech, banking operations, or commercial credit — whether through prior sales roles or earlier career experience in financial services.