Mid-Market Account Executive

As a Mid-Market Account Executive (Mid-Market AE) at Lob, you will cultivate relationships with a variety of companies sending direct mail across different segments, industries and use-cases. Lob’s technology replaces the need for traditional print-vendor relationships and allows organizations to send direct mail, at scale, through an application programming interface (API). 

Typically, you will be competing for business against more traditional solutions, and because of that, Lob will be viewed as a different, more efficient way of operating, which you will have to prove by relying on the value our solutions brings to the table. 

You will be expected to maintain ownership of accounts (in both the SMB & Enterprise segment) as if it were your own business, prioritizing the activities, engagements, and opportunities that will have the most meaningful impact on your success, and in-turn, Lob’s. 

You will work cross-functionally with Lob’s Product and Engineering leaders to co-develop solutions for your customers, this will require you to maintain a solution-based mindset as you act as an advocate for your customers/prospects. 

As a Mid-Market AE, you will also:

• Be able to actively pursue accounts who are sending direct mail in both our SMB & Enterprise segments
• Become a master of outbound messaging to create a strong and sustained pipeline both for yourself and in partnership with your Business Development Representative (BDR) 
• Develop relationships with the executives in your customer accounts 
• Respond to RFPs and RFIs when required
• Work closely with members of our Marketing, Account Management, Sales Development, Sales Engineering, Product, and Engineering teams
• Become an expert on Lob’s value and capabilities as well as a thought leader on direct mail strategy and best practices
• In partnership with your Solutions Engineer, provide technical, value-based demonstrations of the product configured to the requirements and use cases of your future customers 

What will you bring to this role…

• A proven track record exceeding quota and 3+ years of experience in a closing role leading customers through a B2B sales cycle
• Experience navigating up to six-figure Mid-Market contract negotiations
• Ability to research, develop, and execute account plans for SMB & Enterprise accounts in your segment leveraging the MEDDICC sales methodology and framework
• Strong presentation skills, particularly for in-person meetings with your customers/prospects 
• Experience working collaboratively with supporting teams like a Solutions Engineering, Account Management, and Partnerships 
• Willingness to travel periodically for internal events and customer meetings (10-15%)

At Lob, we are looking to #LevelUp and #EmpowerDiversity, we invite you to apply if you possess even some of these:

• You have SaaS, direct mail or marketing sales experience
• You consider yourself a MEDDICC expert
• Participation in President’s Club at a previous company