Senior Enterprise Account Executive

Iterable, Inc.

United States (Remote)

#5665530

Position summary

in the digital era by enabling joyful customer experiences with individualized communications based real-time behavioral data, harmonized cross-channel communications based on customer lifecycle, and dynamic always-on journeys that adapt to customer signals. Our powerful customer communication platform helps marketers manage end-to-end customer engagement programs with enterprise-grade security, compliance and controls for their customers.

Iterable's momentum grows daily and there has never been a more exciting time to join the team! We've been recognized as one of the Best Places to Work - SF for the past five years, recognized as one of Inc's Best Workplaces and Fastest Growing Companies, and we were recognized on Forbes' list of America's Best Startup Employers in 2022. Notably, Iterable has also been listed on Wealthfront's Career Launching Companies List and has held a top 10 ranking on the Top 25 Companies Where Women Want to Work.

We have a global presence with offices in San Francisco, New York, Denver, and London, and recently expanded our operations to Australia and New Zealand. Iterable's reach extends worldwide, and we have remote employees across the globe. As we scale, we continue to live by our core four, founding values - Trust, Growth Mindset, Balance, and Humility. To understand the Iterable story, and learn more about our mission, explore our Culture and About Us page.

How you will make an impact:

We are looking for a dynamic and accomplished Enterprise Account Executive to join our growing and talented team. As an Enterprise AE at Iterable, you are a hunter who is passionate about our product and communicating its value to prospects as you discover, isolate, and ultimately solve their biggest challenges. You know how to sell innovation and disruption, and you thrive as part of an engaged team that supports each other and our customers!

One of our core values is a growth mindset and Iterable is a company where everyone can grow. If this is a role that excites you, please do apply as we value applicants for the skills they bring beyond a job description.

How you will make an Impact:

  • Target new business opportunities within assigned Enterprise organizations.
  • Go high and wide within Enterprise organizations to understand the full scope of opportunity.
  • Articulate an Enterprise solution's value and return on investment across multiple decision-makers, including Marketing Persona.
  • Lead the entire sales cycle from initial opportunity creation to close.
  • Collaborate with internal partners to move deals forward and ensure customer success
  • Partner closely with your assigned Sales Development Representative (SDR) to strategize and execute on your outbound prospecting plan
  • Bring energy and out-of-the-box thinking to solving our customer's needs and problems as part of a growing, fast-paced team.
  • Identify and close net-new sales opportunities within target accounts while utilizing a consistent and repeatable sales process. Our reps leverage intellectual curiosity, grit, and creativity to bring deals over the finish line.

We are looking for people who:

  • Proven Success in SaaS/MarTech Sales: Demonstrated track record of success in SaaS/MarTech sales, coupled with an insatiable drive for growth.
  • Comprehensive MarTech Expertise: Deeply comprehend MarTech solutions and the intricate MarTech ecosystem.
  • Enterprise-Level Relationship Cultivation: Have 6+ years of prospecting and nurturing relationships with Enterprise-level clients, leading the end-to-end sales process, and have a track record of new logo acquisitions in the high 6-figure range, and also a few 7-figure new logos acquired.
  • Exceeding Sales Targets: Demonstrated track record of consistently exceeding sales targets and acquiring new clients, with a proven ability to achieve quotas exceeding $1M. Additionally, ideally, a minimum of one year of experience successfully achieving a quota of $1.6M or higher.
  • Pursuit of Strategic, High-Value Deals: Enthusiastically pursuing strategic, long-cycle deals ranging from high 6-figures to 7-figures in size.
  • Technical Acumen and Demonstrated Communication Skills: Exceptional technical proficiency, complemented by the capacity to articulate the advantages of our technology to audiences of varying technical expertise. Moreover, you can independently conduct product demonstrations, particularly for moderately complex scenarios. While we do have Support Consultants (SCs) available, at the Senior level, you would demonstrate less reliance on an SC due to your advanced proficiency in MarTech products.
  • Experience in Complex Sales Environments: Demonstrated proficiency in selling complex business applications/technology solutions at the C-Suite level and within Marketing departments.
  • Strategic Territory Development: Proven capability in identifying greenfield opportunities and rapidly expanding territory.
  • Contract Negotiation Expertise: Experience in negotiating contracts with procurement and establishing Master Service Agreements (MSAs) with Legal.
  • Thriving in High-Growth Environments: Experience working in high-growth, dynamic SaaS companies that are rapidly scaling.
  • Strategic Sales Pipeline Growth: Ability to identify customer segments and cultivate new opportunities to enrich the sales pipeline.
  • Passion for Technology and Service: Genuine passion for technology and service, coupled with a knack for quickly grasping new software solutions.
  • Collaborative Sales Approach: A collaborative approach to navigating complex sales cycles, aligning with our company values of Humility, Trust, Balance, and a Growth Mindset.

Bonus points:

  • You have a passion for MarTech, and your niche is in Strategic selling with Enterprise email marketing and/or marketing automation solutions.
  • You are so technically adept that you are seen as the SME and can run your own demos in the lower $100 K-sized deals.
  • Adept in various methodologies, including MEDDIC, Value Selling, Command the Message

Perks & Benefits:

  • Paid parental leave
  • Competitive salaries, meaningful equity, & 401(k) plan
  • Medical, dental, vision, & life insurance
  • Balance Days (additional paid holidays)
  • Fertility & Adoption Assistance
  • Paid Sabbatical
  • Flexible PTO
  • Monthly Employee Wellness allowance
  • Monthly Professional Development allowance
  • Pre-tax commuter benefits
  • Complete laptop workstation

The annual cash compensation for this role is $330,000 and includes annual base salary and target variable pay (actual payout is subject to the percentage attainment of specific sales goals). The total compensation package also includes equity plus a range of benefits, including medical, dental, vision, and financial. In addition, we offer perks such as generous stipends for health & fitness and learning & development, among others.

#LI-AH1

Iterable is an Equal Employment Opportunity employer that proudly pursues and hires a diverse workforce. Iterable does not make hiring or employment decisions on the basis of race, color, religion or religious belief, ethnic or national origin, nationality, sex, gender, gender-identity, sexual orientation, disability, age, military or veteran status, or any other basis protected by applicable local, state, or federal laws or prohibited by Company policy. Iterable also strives for a healthy and safe workplace and strictly prohibits harassment of any kind. Pursuant to the San Francisco Fair Chance Ordinance and other similar state laws and local ordinances, and its internal policy, Iterable will also consider for employment qualified applicants with arrest and conviction records.