SMB Account Executive

Summary

Lob is transforming direct mail by providing a modern logistics and fulfillment engine that enables businesses to build and scale personalized direct mail programs. The SMB Account Executive will own the full sales cycle, build pipeline, develop executive relationships, lead technical discovery, and collaborate cross-functionally to drive growth across SMB and Mid-Market accounts.

Responsibilities

• Own the Full Sales Cycle: Actively identify and pursue target accounts sending direct mail across the SMB/Mid-Market segment
• Drive Pipeline Growth: Craft compelling outbound messaging to build a strong, sustainable pipeline
• Engage Executive Stakeholders: Leverage a consultative sales approach and develop/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
• 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

Skills

• 3+ years of B2B SaaS closing experience, with a track record of consistently meeting or exceeding quota
• Ability to research, develop, and execute account strategies across Mid-Market segments, ideally leveraging the MEDDICC sales methodology
• Experience with a consultative and value-based selling approach, focused on solving business challenges and driving ROI—rather than leading with features
• Skilled at delivering compelling presentations and facilitating executive-level conversations in both remote and in-person settings
• Experience working effectively with Solutions Engineering, Account Management, Partnerships, and other go-to-market teams to drive customer success
• Willingness to travel periodically (10–15%) for customer meetings, conferences, and internal team events

Qualifications

Must Haves

• 3+ years of B2B SaaS closing experience, with a track record of consistently meeting or exceeding quota
• Ability to research, develop, and execute account strategies across Mid-Market segments, ideally leveraging the MEDDICC sales methodology
• Experience with a consultative and value-based selling approach, focused on solving business challenges and driving ROI—rather than leading with features
• Skilled at delivering compelling presentations and facilitating executive-level conversations in both remote and in-person settings
• Experience working effectively with Solutions Engineering, Account Management, Partnerships, and other go-to-market teams to drive customer success
• Willingness to travel periodically (10–15%) for customer meetings, conferences, and internal team events

Nice to Haves

Benefits

• Variable compensation: $71,000 - $84,750
• RSUs
• Remote working opportunities 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