SMB Account Executive
Own the full sales cycle for SMB and mid-market customers, building pipeline, engaging executive stakeholders, and delivering value-based product demonstrations for a direct-mail API platform. The role requires 3+ years of B2B SaaS closing experience and quota attainment.
About the job
Responsibilities
- Own the full sales cycle across the SMB and mid-market segments, including identifying and pursuing target accounts.
- Build pipeline through compelling outbound messaging.
- Develop and nurture relationships with executive decision-makers and key stakeholders using a consultative sales approach.
- Lead or support RFP and RFI responses when applicable.
- Collaborate with Marketing, Account Management, Sales Enablement, Sales Engineering, Product, Engineering, and Partnerships.
- Develop expertise in Lob’s value proposition, product capabilities, and the direct mail ecosystem.
- Partner with Solutions Engineers to conduct tailored, value-based product demonstrations and technical discovery.
- Solve customer challenges creatively and guide prospects toward scalable direct mail strategies.
Requirements
- 3+ years of B2B SaaS closing experience with a record of meeting or exceeding quota.
- Experience researching, developing, and executing strategic account plans for mid-market segments.
- Experience with consultative, value-based selling focused on business outcomes and ROI.
- Strong communication and presentation skills, including executive-level conversations in remote and in-person settings.
- Experience collaborating with Solutions Engineering, Account Management, Partnerships, and other go-to-market teams.
- Willingness to travel 10–15% for customer meetings, conferences, and internal events.
Nice-to-haves
- Experience using the MEDDICC sales methodology.
Compensation
- Annual base salary: $71,000–$84,750.
- Variable compensation: $71,000–$84,750.
- Compensation also includes RSUs, perks, and benefits.
Skills
B2B SaaS, MEDDICC, Account Planning, Consultative Selling, Value-Based Selling, Sales Presentations, Rfps, Rfis, Technical Discovery, Product Demos, Outbound Prospecting, Salesforce
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