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Job Description
Account Executive (SMB)
As an Account Executive (SMB) at Lob, you will cultivate relationships with the nation’s largest mailers by volume. Lob’s technology replaces the need for traditional print-vendor relationships and allows organizations to send mail, at scale, through an application programming interface (API).
Typically, you will compete for business against more traditional solutions, and because of that, Lob will come at a premium price point, which you will have to defend by relying on the value of Lob’s Print Delivery Network (PDN).
You will be expected to maintain ownership of your territory 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 the customers in your territory.
As the Account Executive (SMB), you’llxe2x80xa6
- Own a strategic account list for your territory and create strategic account plans to book new logo revenue
- Create outbound strategies, not only for your own strategic outreach, but in collaboration with your assigned Business Development Representative (BDR)
- Develop relationships with the executives in your customer accounts
What will you bring to this rolexe2x80xa6
- 5+ years of experience in software sales with quotas above $750k
- Consistent track-record of high-performance against quota in a like-role
- Experience and skill with six-figure enterprise contract negotiations
- Ability to research, develop, and execute account plans for strategic accounts in your territory leveraging the MEDDICC sales methodology and framework
- Strong presentation skills, particularly for in-person meetings in your territory
- Experience working collaboratively with supporting teams like a Solutions Engineering, Customer Success, and Partnerships
At Lob, we are looking to #LevelUp and #EmpowerDiversity, we invite you to apply if you possess even some of these:
- Participation in President’s Club at previous company
- You consider yourself a MEDDICC expert
- You’ve sold APIs before!
Compensation information
*This role’s compensation will consist of base pay and a variable with a 45/55 split
For this role, we are offering remote working opportunities in CA, UT, AZ and CO
(Tier 1) = San Francisco Bay Area
Base: $75,500.00 – $95,000.00 OTE: $150,500.00-$187,500.00
(Tier 2) = LA/Orange County/NYC Metro Area
Base: $71,725.00- $92,625.00 OTE: $146,725.00 – $182,625.00
(Tier 3) = San Diego
Base: $67,950.00 – $87,750.00 OTE: $142,950.00 – $177,750.00
(Tier 4) = Colorado, Utah, Phoenix
Base: $64,175.00 – $82,875.00 OTE: $139,175.00 – $172,875.00
(Tier 5) = Other geographic areas 120+ miles from one of the above mentioned geo’s
Base: $60,400.00 – $78,000.00 OTE: $135,400.00 – $168,000.00
