SMB Account Executive

As an SMB/Mid-Market Account Executive at Lob, you'll 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. Lob's platform and Print Delivery Network (PDN) replace traditional print vendors, letting organizations send direct mail at scale through a modern API.

You'll compete with legacy solutions, making the case for a more innovative, efficient, and scalable approach—guiding prospects toward a modern, programmatic way of operating.

You'll own your book of business, prioritizing the accounts and activities with the greatest impact, and running your territory like it's your own business.

You'll also work closely with Product and Solutions to shape tailored solutions, advocating for customers and helping steer Lob's roadmap based on real-world needs.

As the SMB Account Executive, you’ll…

• 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.
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What will you bring to this role…

• Proven Sales Success: 3+ years of B2B SaaS closing experience, with a track record of consistently meeting or exceeding quota.
• Strategic Account Planning: Ability to research, develop, and execute account strategies across Mid-Market segments, ideally leveraging the MEDDICC sales methodology.
• Consultative, Value-Based Selling: 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.

Why this role is different:

• Because direct mail is a physical good, there’s a lot more stability in this opportunity as opposed to other standard SaaS opportunities. (uniquely positioned with a physical product)
• Lob is profitable! Tremendous total addressable market and strong product-market fit.

Compensation Information:
The compensation for this role is comprised of an annual base salary, variable compensation, and RSUs

Annual Base Salary: $71,000 - $84,750
Variable Salary: $71,000 - $84,750

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