Mid-Market Account Executive

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Develop a list of targeted accounts and collaborate with marketing on account-based marketing outreach strategies.

• Engage with various stakeholders, including CMOs, Marketing Directors, Heads of Performance, and Paid Social Managers.

• Promote solutions to paid social, growth, creative, and performance teams.

• Secure annual contract values typically ranging from $50k to $100k+.

• Work in close partnership with Sales, Partnerships, and Client Partnerships to secure and grow strategic accounts.

• Manage the complete sales process: prospecting, discovery, solution development, pilot, and closing.

• Conduct intricate demonstrations and proofs of concept focused on incrementality, creative performance, and scalability.

• Customize use cases leveraging expertise in e-commerce, travel, retail, and entertainment sectors.

• Comprehend and apply concepts related to localization, creative testing, catalog-based advertising, dynamic product ads, cost per view, creative fatigue, and media efficiency.

• Maintain a pipeline coverage ratio of 3–5 times.

• Accurately project revenue and manage long-cycle enterprise agreements.

• Collaborate with Revenue Operations and marketing on account-based marketing and target account initiatives.

• Serve as a source of best practices for the broader sales team.

• Take the lead on process improvements, playbook development, and deal strategies.

• Provide informal mentorship to newer representatives and prepare for formal leadership as the team expands.

⛳️ Requirements

• Over 5 years of experience in B2B SaaS sales.

• More than 2 years of experience selling paid social, adtech, or martech solutions.

• Proven track record as a top performer.

• Demonstrated success in closing deals with annual contract values exceeding $50k with agencies and/or brands.

• Strong knowledge of the Meta, TikTok, and Snap ecosystems.

• A challenger/consultative selling approach.

• Excellent skills in discovery and articulating value.

• Comfortable selling technical products to C-suite executives.

• Strong discipline in deal management and CRM practices.

• Early indications of leadership, either through formal management experience or informal mentorship and team initiatives.

• Solid understanding of digital creative and media processes, from production to delivery.

• Established strong connections in e-commerce, retail, entertainment, gaming, automotive, and travel industries.

• Capable of managing complex, multi-stakeholder enterprise sales cycles from start to finish.

• Willingness to travel for prospect meetings, industry events, and conferences.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health benefits including medical, dental, and vision coverage.

• Opportunities for professional development and career advancement.

• Flexible work environment and remote work options.