Enterprise Account Executive - Lob

About Lob

Lob was founded in 2013 with a vision to connect the world one mailbox at a time. We are transforming the way businesses use direct mail by bringing the power of technology to a traditionally manual channel. Our modern logistics and fulfillment engine helps businesses build and scale high-quality, personalized direct mail programs without the operational burden.

The Role

As an Enterprise Account Executive, you will join a sales team on a strong growth trajectory. You will drive growth by building relationships with companies that rely on direct mail, competing with legacy solutions to advocate for a more innovative, efficient, and scalable approach.

Key Responsibilities

• Own the Full Sales Cycle: Actively identify and pursue target accounts in the Mid-Market/Enterprise segment.
• Drive Pipeline Growth: Craft compelling outbound messaging to build a sustainable pipeline.
• Engage Executive Stakeholders: Develop and nurture relationships with executive decision-makers.
• Respond to Opportunities: Lead or support responses to RFPs and RFIs.
• Cross-Functional Collaboration: Partner with Marketing, Account Management, Sales Enablement, Sales Engineering, Product, and Engineering.
• Become a Trusted Advisor: Build deep expertise in Lob’s value proposition and the direct mail ecosystem.
• Lead Technical Discovery: Deliver tailored, value-based product demonstrations in partnership with a Solutions Engineer.
• Work in a POD Structure: Collaborate within a dedicated POD to ensure a seamless customer experience.
• Problem-Solve Creatively: Guide customers toward scalable, future-forward direct mail strategies.

Qualifications

• Proven Sales Success: 5+ years of B2B SaaS selling experience, including 3+ years hunting and closing Enterprise accounts ($100k+ deal sizes).
• Contract Negotiation: Demonstrated success navigating Enterprise-level contract negotiations.
• Strategic Account Planning: Ability to execute account strategies, ideally leveraging the MEDDICC methodology.
• Consultative Selling: Deep experience with value-based selling focused on ROI.
• Communication Skills: Skilled at facilitating executive-level conversations in remote and in-person settings.
• Travel Readiness: Willingness to travel periodically (10–15%) for customer meetings and events.

Compensation

• Base Salary: $102,500 - $125,000
• Variable Compensation: $102,500 - $125,000
• Total Compensation: Includes base salary, variable commission, and RSUs.