Senior Mid-Market Account Executive

About the role

This position owns the full sales cycle for mid-market customers, driving net-new revenue and deepening strategic relationships within a leading AI-powered engagement platform. You will act as a trusted advisor, using data and insights to uncover opportunities and expand value across a portfolio of target accounts. The role requires close collaboration with cross-functional partners to align solutions with customer business outcomes. You will represent the company with integrity, demonstrating the values of ownership, growth, and transparency in every interaction. Success in this role is defined by consistent quota attainment and the ability to navigate complex sales environments. You will leverage consultative skills to understand nuanced customer needs and translate them into scalable engagement strategies. This is a hands-on sales position that rewards curiosity, discipline, and a long-term commitment to customer expansion.

Key facts

What you'll do

Uncover opportunities within existing target accounts to drive net-new sales and create clear pathways for upselling and expansion.

Design and execute outbound prospecting plans in collaboration with your assigned Sales Development Representative to build a robust pipeline.

Conduct discovery calls and consultative interviews to map stakeholder needs and identify high-value use cases for the platform.

Deliver tailored product demos that highlight ROI and differentiate Iterable's AI-powered engagement capabilities from competitors.

Handle complex objections by presenting data-driven narratives that align with the strategic priorities of technical buyers.

Own the entire deal cycle from initial contact to closed won, ensuring alignment with MEDDPICC standards and best practices.

Source and qualify new opportunities independently to maintain a healthy and predictable sales pipeline.

Collaborate with internal stakeholders to craft compelling value propositions that resonate with mid-market decision makers.

Track and analyze deal metrics to adjust strategies in real time and improve conversion rates across the sales funnel.

Represent the company in a professional manner that reinforces trust, transparency, and long-term partnership with customers.

Requirements

Bachelor's degree is required for this role.

You must have experience identifying and closing $100K+ ARR deals in complex sales environments.

You are comfortable using consultative, value-based approaches to close complex, multi-threaded deals involving multiple stakeholders.

You possess intellectual curiosity and ambition that fuel personal and professional growth mindsets.

You have a deep understanding of Iterable's technology and can articulate its value to technical customers.

You are capable of building and sourcing your own pipeline without heavy reliance on provided opportunities.

U.S. work authorization is required, and the role is open to candidates based in Denver, Colorado; San Francisco, California; and remote locations across the United States.

You are able to travel as needed, although the specific frequency is not detailed in the current source information.

Typical interview steps include a role play, a discovery call simulation, and a presentation, where candidates may be asked to pitch a product to a panel or handle a tough objection.

Nice to have

Familiarity with enterprise email marketing and marketing automation solutions is a bonus that can accelerate your effectiveness in this role.

Experience with SFDC, Outreach, Zoom, MEDDPICC, Value Selling, and Command the Message supports efficient deal execution and stronger pipeline management.

Cross-functional collaboration skills enable you to work effectively with internal and external stakeholders to close deals and drive expansion.

Practical notes

This position requires U.S. work authorization and is open to candidates located in Denver, Colorado; San Francisco, California; and remote U.S.-based applicants.

Travel may occur as needed, and candidates should be prepared to manage their time across multiple time zones and priorities.

The role is exempt and salaried, consistent with mid-market sales responsibilities in the United States.

Career growth and development

Sales careers can progress from SDR or associate roles to account executive, senior AE, manager, and director positions over time.

Some professionals transition into partnerships, account management, or revenue operations depending on their strengths and interests.

Compensation typically includes a base salary plus commission tied to individual and team performance metrics.

High performers often move into larger enterprise accounts, team leadership, or sales operations roles based on quota history and demonstrated results.

Promotion decisions weigh quota attainment, references, and the ability to operate independently at a higher level.

About the company

Iterable is a leading AI-powered engagement platform that enables brands to orchestrate relevant, real-time customer experiences across email, mobile, and web. The company serves mid-market and enterprise customers, helping them grow revenue through data-driven, cross-channel marketing campaigns. Iterable focuses on transparency, ownership, and measurable outcomes, aligning its technology with the evolving needs of modern marketing teams. The platform is built for scalability, allowing teams to automate and personalize engagement at every stage of the customer journey.