Job description

About ROLLER ROLLER isn’t your average Vertical SaaS company. We operate globally across 30+ countries , powering millions of real-world experiences in the leisure and attractions industry. What we build doesn’t just live on a screen. It shows up in busy venues, peak weekends, and unforgettable moments for guests. Our mission is simple but ambitious: help operators run better businesses while creating great guest experiences. That means solving complex, real-world problems across ticketing, point of sale, self-service, memberships, kiosks, and digital waivers, all at meaningful scale. Just as importantly, it’s the people. We’re a team of 300+ smart, grounded, and genuinely passionate humans working across the globe. We care about quality, ownership, and doing work we’re proud of, without taking ourselves too seriously. We’re growing fast, aiming high, and building something that matters. If you want to work on real problems, with real customers, alongside people who care deeply about their craft and impact, ROLLER is a great place to do it. Why You’ll Enjoy This Role! Own the Full Deal And Outcome - This is a true end-to-end field sales role. You’ll run discovery, shape solutions, build ROI cases, navigate objections, and close mid-market deals that genuinely improve how venues operate. You’re not just moving pipeline - you’re solving real business problems. A Product The Sells on Value, Not Hype - ROLLER is a category-leading platform in a complex, operationally critical space. Customers feel the impact immediately - on revenue, efficiency, and guest experience. That makes conversations deeper, more consultative, and far more satisfying than feature-led selling. Fun Industry With Real-World Energy - We power go-kart tracks, trampoline parks, waterparks and attractions around the world. Our customers are passionate operators creating memorable experiences, and you’ll see ROLLER in action firsthand. Site visits aren’t sterile office tours - they’re energetic, hands-on and genuinely a blast! A Sales Org Reps Actually Rate Highly - ROLLER is ranked in the top 5% of companies on RepVue , based on feedback from real sales professionals. That reflects strong leadership, fair quotas, clear processes, and an environment where early-career sellers are supported to learn and grow. Don’t take our word for it - check out our RepVue page and see what reps say about working here. Why You Want To Work With Us! Loved by Customers - ROLLER is consistently highly rated on Capterra and G2 , and trusted by leading operators worldwide. That doesn’t happen by accident. Customer obsession isn’t a value on a wall here, it’s embedded in how we prioritise, build, and measure success. A Great Place People Choose to Stay - We’ve been Great Place to Work certified across multiple regions for several years running. That reflects a culture that values trust, autonomy, and growth, and an environment where high standards and psychological safety coexist. Competitive Package & Real Career Growth - We offer competitive compensation and benefits aligned to the level of ownership we expect. As ROLLER scales, so do the opportunities. People grow here by taking on bigger problems, broader scope, and greater responsibility. Progression is driven by impact and capability, not tenure, and strong performance is recognised and rewarded. About the Role As the Mid-Market Account Executive, you will play a critical role in ROLLER’s presence across growing operators and multi-location venues within the AMER region. This role focuses on acquiring new mid-market customers while identifying expansion opportunities within existing accounts. You’ll manage a balanced motion of inbound demand and outbound prospecting in partnership with a BDR, owning the full sales cycle from discovery through close. You’ll engage operational and financial stakeholders, uncover measurable business outcomes, and position ROLLER as a long-term growth partner. This role is based in Austin, Texas and follows a hybrid work model, combining in-office collaboration with focused remote execution. What You’ll Do Manage the full sales cycle from inbound lead engagement and outbound prospecting through to close and expansion. Develop and execute territory and account plans to drive consistent pipeline generation and quota attainment. Conduct structured discovery to understand operational workflows, revenue drivers, and customer pain points. Translate customer objectives into measurable business outcomes, positioning ROLLER’s platform as a lever for revenue growth and operational efficiency. Deliver tailored product demonstrations and ROI-driven business cases to operational and mid-level decision makers. Partner closely with your BDR to generate net-new pipeline while maintaining high conversion rates on inbound opportunities. Collaborate cross-functionally with Sales Engineering, Implementation, and Customer Success to ensure smooth deal execution and onboarding. Maintain disciplined pipeline management and forecasting accuracy in Salesforce. About You You are based in Austin, Texas and thrive in a hybrid work environment, adept at balancing in-person collaboration with remote tasks, enjoy the dynamic nature of such roles. 5-7+ years of experience in B2B SaaS sales, ideally within mid-market or growth-focused environments with 4+ years tenure in at least one company You’re very comfortable with:: Clear value-based discovery Mapping operational pain → platform capability → measurable business outcome Commercial alignment (ROI, margin expansion, scalability) Multi-threading and stakeholder alignment Executive-level positioning Proven track record of consistency exceeding quota in a full-cycle closing role. Experience managing multi-stakeholder deals with moderate complexity and procurement involvement. Strong discovery and consultative selling skills, with the ability to connect product capabilities to measurable business outcomes. Comfortable balancing inbound velocity with proactive outbound pipeline generation. Highly disciplined in pipeline management, forecasting, and territory planning. Confident communicator who can engage both operational leaders and business decision-makers. Proficient in CRM and sales tools such as Salesforce and Avoma. Willing and able to travel as needed for onsite customer visits and industry events. Perks! You get to work on a category-leading product that customers love in a fun, high-growth industry - check our Capterra and G2 reviews. 20 days of paid time off (PTO), 10 sick days, and 13 paid US holidays. Free Medical Insurance 401(k) Plan with a 100% match on contributions up to 5% Engage in our ‘Vibe Tribe’ - led by our team members; you can contribute to company-wide initiatives directly. Regular events and social activities, fundraising & cause-related campaigns... you name it. We're willing to make it happen! Team member Assistance Program to proactively support our team's health and wellbeing - access to coaching, education modules, weekly webinars, and more. 16 weeks paid Parental Leave for primary carers and 4 weeks paid Parental Leave for secondary carers Work with a driven, fun, and switched-on team that likes to raise the bar in all we do. • • Individual learning & development budget plus genuine career growth opportunities as we continue to expand!

Requirements

Must-haves

What You’ll Do
Manage the full sales cycle from inbound lead engagement and outbound prospecting through to close and expansion.
Develop and execute territory and account plans to drive consistent pipeline generation and quota attainment.
Conduct structured discovery to understand operational workflows, revenue drivers, and customer pain points.
Translate customer objectives into measurable business outcomes, positioning ROLLER’s platform as a lever for revenue growth and operational efficiency.
Deliver tailored product demonstrations and ROI-driven business cases to operational and mid-level decision makers.
Partner closely with your BDR to generate net-new pipeline while maintaining high conversion rates on inbound opportunities.
Collaborate cross-functionally with Sales Engineering, Implementation, and Customer Success to ensure smooth deal execution and onboarding.
Maintain disciplined pipeline management and forecasting accuracy in Salesforce.
You are based in Austin, Texas and thrive in a hybrid work environment, adept at balancing in-person collaboration with remote tasks, enjoy the dynamic nature of such roles.
5-7+ years of experience in B2B SaaS sales, ideally within mid-market or growth-focused environments with 4+ years tenure in at least one company
Clear value-based discovery
Mapping operational pain → platform capability → measurable business outcome
Commercial alignment (ROI, margin expansion, scalability)
Multi-threading and stakeholder alignment
Executive-level positioning
Proven track record of consistency exceeding quota in a full-cycle closing role.
Experience managing multi-stakeholder deals with moderate complexity and procurement involvement.
Strong discovery and consultative selling skills, with the ability to connect product capabilities to measurable business outcomes.
Comfortable balancing inbound velocity with proactive outbound pipeline generation.
Highly disciplined in pipeline management, forecasting, and territory planning.
Confident communicator who can engage both operational leaders and business decision-makers.
Proficient in CRM and sales tools such as Salesforce and Avoma.
Willing and able to travel as needed for onsite customer visits and industry events.

Nice-to-haves

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Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

401(K)

Pto

Paid Time Off

Parental Leave