Mid-Market Account Executive



Sales & Business Development
United States
Posted on Thursday, May 16, 2024

Lob was built by technical co-founders with a vision to make the world programmable.

We offer two flagship APIs (print & mail and address verification) that enable companies to send postal mail as effortlessly as sending emails. Lob is venture-backed by some of the most reputable investors in tech, and we are building our team to shape the future of our company and meet the demands of a quickly growing customer base and dynamic product offerings.

As a proud Pledge 1% company, we’re committed to leveraging our product, partnerships, and people to drive positive social impact through Lob.org, and are on a mission to make direct mail more sustainable.

Mid-Market Account Executive

As a Mid-Market Account Executive (Mid-Market AE) at Lob, you will cultivate relationships with a variety of companies sending direct mail across different segments, industries and use-cases. Lob’s technology replaces the need for traditional print-vendor relationships and allows organizations to send direct mail, at scale, through an application programming interface (API).

Typically, you will be competing for business against more traditional solutions, and because of that, Lob will be viewed as a different, more efficient way of operating, which you will have to prove by relying on the value our solutions brings to the table.

You will be expected to maintain ownership of accounts (in both the SMB & Enterprise segment) 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 your customers/prospects.

As a Mid-Market AE, you will also:

  • Be able to actively pursue accounts who are sending direct mail in both our SMB & Enterprise segments
  • Become a master of outbound messaging to create a strong and sustained pipeline both for yourself and in partnership with your Business Development Representative (BDR)
  • Develop relationships with the executives in your customer accounts
  • Respond to RFPs and RFIs when required
  • Work closely with members of our Marketing, Account Management, Sales Development, Sales Engineering, Product, and Engineering teams
  • Become an expert on Lob’s value and capabilities as well as a thought leader on direct mail strategy and best practices
  • In partnership with your Solutions Engineer, provide technical, value-based demonstrations of the product configured to the requirements and use cases of your future customers

What will you bring to this role…

  • A proven track record exceeding quota and 3+ years of experience in a closing role leading customers through a B2B sales cycle
  • Experience navigating up to six-figure Mid-Market contract negotiations
  • Ability to research, develop, and execute account plans for SMB & Enterprise accounts in your segment leveraging the MEDDICC sales methodology and framework
  • Strong presentation skills, particularly for in-person meetings with your customers/prospects
  • Experience working collaboratively with supporting teams like a Solutions Engineering, Account Management, and Partnerships
  • Willingness to travel periodically for internal events and customer meetings (10-15%)

At Lob, we are looking to #LevelUp and #EmpowerDiversity, we invite you to apply if you possess even some of these:

  • You have SaaS, direct mail or marketing sales experience
  • You consider yourself a MEDDICC expert
  • Participation in President’s Club at a previous company


“Lob’s salary ranges are based on market data, relative to our size, industry and stage of growth. Salary is one part of total compensation, which also includes equity, perks and competitive benefits. Salary decisions are based on many factors including geographic location, qualifications for the role, skillset, proficiency and experience level. Lob reasonably expects to pay candidates who are offered roles within the provided salary ranges.”

We offer remote working opportunities in AZ, CA, CO, DC, FL, GA, IA, IL, MA, MD, MI, MN, NE, NC, NH, NJ, NV, NY, OH, OR, PA, RI, TN, TX, UT, and WA, unless specified otherwise in the job description above.

If you are looking for a progressive, fun-spirited, and mentally stimulating environment, come join us at Lob!

Our Commitment to Diversity

Lob is an equal opportunity employer and values diversity of backgrounds and perspectives to cultivate an environment of understanding to have greater impact on our business and customers. We encourage under-represented groups to apply and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or criminal history in accordance with local, state, and/or federal laws, including the San Francisco’s Fair Chance Ordinance.

Recent awards

BuiltIn Best Midsize Companies to Work For 2022
#86 on Y Combinator's Top Private Companies List 2021
BuiltIn Best Midsize Companies to Work For 2021
2020 Inc 5000 List of the Fastest-Growing Private Companies
2019 Timmy Awards - Best Tech Workplace for Diversity, Community Favorite in the Bay Area
Deloitte’s 2019 Technology Fast 500