Enterprise Account Executive

Job Summary

As an Enterprise Account Executive at Lob, you will join a sales team that's on a strong growth trajectory and help shape our plans for 2027 and beyond. You'll drive growth by building relationships with companies across industries that rely on direct mail.

Responsibilities

• Own the Full Sales Cycle: Actively identify and pursue target accounts sending direct mail across the Mid-Market/Enterprise segment.
• Drive Pipeline Growth: Craft compelling outbound messaging to build a strong, sustainable pipeline.
• Engage Executive Stakeholders: Develop and nurture relationships with executive decision-makers and key stakeholders within your accounts.
• Respond to Opportunities: Lead or support responses to RFPs and RFIs when applicable.
• Cross-Functional Collaboration: Partner closely with teams across Marketing, Account Management, Sales Enablement, Sales Engineering, Product, and Engineering to ensure alignment and execution.
• Become a Trusted Advisor: Build deep expertise in Lob’s value proposition, product capabilities, and the broader direct mail ecosystem—establishing yourself as a thought leader for customers and prospects.
• Lead Technical Discovery: In partnership with a Solutions Engineer, deliver tailored, value-based product demonstrations aligned with each customer’s specific needs and use cases.
• Work in a POD Structure: Collaborate within a dedicated POD (Account Executive, Account Manager, Pre/Post-Sales Solutions Engineer) to ensure a seamless customer experience from onboarding to expansion and renewal.
• Problem-Solve Creatively: Approach customer challenges with curiosity and creativity—meeting them where they are today while guiding them toward scalable, future-forward direct mail strategies.

Requirements

• Proven Sales Success: 5+ years of B2B SaaS selling experience, including 3+ years hunting and closing Enterprise accounts ($100k deal sizes).
• Contract Negotiation Experience: Demonstrated success navigating Enterprise-level contract negotiations, including six-figure deal sizes.
• Strategic Account Planning: Ability to research, develop, and execute account strategies across both Mid-Market and Enterprise segments, ideally leveraging the MEDDICC sales methodology.
• Consultative, Value-Based Selling: Deep experience with a consultative and value-based selling approach, focused on solving business challenges and driving ROI—rather than leading with features.
• Strong Communication & Presentation Skills: Skilled at delivering compelling presentations and facilitating executive-level conversations in both remote and in-person settings.
• Cross-Functional Collaboration: Experience working effectively with Solutions Engineering, Account Management, Partnerships, and other go-to-market teams to drive customer success.
• Travel Readiness: Willingness to travel periodically (10–15%) for customer meetings, conferences, and internal team events.

Qualifications

• Education: Bachelor's degree preferred, but not required.
• Experience: 5+ years of B2B SaaS selling experience, including 3+ years hunting and closing Enterprise accounts ($100k deal sizes).
• Technical Skills: Familiarity with Salesforce and other CRM tools is beneficial.

Benefits

• Remote Working Opportunities: Available in AZ, CA, CO, DC, FL, GA, IA, IL, MA, MD, MI, MN, MT, NE, NC, NH, NJ, NV, NY, OH, OR, PA, RI, TN, TX, UT, and WA.
• Compensation: Annual base salary ranging from $102,500 to $125,000, variable compensation, and RSUs.

Pay

Annual base salary ranging from $102,500 to $125,000, variable compensation, and RSUs.

Schedule

Flexible schedule to accommodate remote work and customer needs.