Senior Mid-Market Account Executive
$409,760–$409,760 year
RemoteDenver, Colorado, United States
Job Summary
Drive the full sales cycle from prospect to close across mid-market accounts, targeting $100K+ ARR deals with an average deal size larger than typical mid-market teams. Identify and close net-new opportunities while leveraging relationships with C-level Marketing executives to influence investment decisions. Manage sales activity including monthly and quarterly revenue forecasting in Salesforce, collaborate with Sales Development Representatives on outbound prospecting, and present product using values-based approaches alongside Solutions Consultants. Report to the Director, Commercial Sales and work cross-functionally with senior management, solutions, and marketing teams.
Required Qualifications
- Experience identifying and closing $100K+ ARR deals
- Understand the need and importance of building and sourcing their own pipeline
- Demonstrated success closing complex, multi-threaded deals using a consultative, value-selling approach
- Growth mindset around personal and professional development
- Intellectually curious and ambitious
- Customer-centric approach with the ability to deeply understand Iterable's technology
- Ability to build strong relationships with technical customers
- Experience prospecting and closing deals with an average deal size (ADS) larger than most mid-market teams
- Experience selling a solution to meet entire department(s) needs
- Experience identifying and closing net-new sales opportunities within target accounts
- Ability to upsell and expand
- Utilization of a consistent and repeatable sales process
- Ability to build and leverage relationships with C-level Marketing and other executives
- Ability to influence decision making around marketing solution investments
- Ability to drive engaging conversations with commercial marketers
- Ability to help customers unlock their data and use it more efficiently at scale
- Ability to develop deeper customer relationships
- Ability to manage sales activity including monthly and quarterly forecasting of revenue in Salesforce
- Ability to achieve quota quarterly
- Ability to interface with all levels of target organizations from individual contributors to C-level executives
- Ability to conduct video and in-person meetings
- Ability to present Iterable's product using values-based sales approaches and techniques
- Ability to work alongside Solutions Consultants
- Ability to collaborate and coordinate with internal teams (senior management, solutions, marketing, etc.) throughout the deal process
- Ability to partner closely with assigned Sales Development Representative (SDR)
- Ability to strategize and execute on outbound prospecting plan
Desired Qualifications
- Familiarity with enterprise email marketing and/or marketing automation solutions
- Experience with sales tools (SFDC, Outreach, Zoom)
- Experience with trainings (MEDDPICC, Value Selling, Command the Message)
- Experience collaborating cross-functionally using a team selling approach
- Demonstrated success leveraging internal and external stakeholders to close deals
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