Mid-Market Account Executive

About the role

This position owns the full sales cycle from initial outreach to closed deals across multiple verticals. Success relies on intellectual curiosity, customer advocacy, and living values such as Humility, Trust, Growth Mindset, and Balance. The role reports to the Director, Commercial Sales and drives growth of mid-market accounts through consultative selling.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

Opportunities in target accounts are identified and advanced through a repeatable process, with room for upselling and expansion. C-level Marketing and other executives are engaged to shape decisions on marketing solution investments. Sales activity is managed in Salesforce, and monthly and quarterly revenue forecasts are produced to meet quota consistently. Outbound prospecting plans are strategized and executed together with the assigned Sales Development Representative.

Requirements

Experience in identifying and closing $100K+ ARR deals is demonstrated. The need and importance of building and sourcing your own pipeline is understood and practiced. Success in closing complex, multi-threaded deals using a consultative, value-selling approach is shown. A growth mindset toward personal and professional development is maintained, alongside intellectual curiosity and ambition. A customer-centric approach is used to deeply understand Iterable's technology and build strong relationships with technical customers.

Nice to have

Familiarity with enterprise email marketing and/or marketing automation solutions is present. Experience with sales tools such as SFDC, Outreach, and Zoom, plus training in MEDDPICC, Value Selling, and Command the Message is included. Experience in collaborating cross-functionally using a team selling approach to close deals is demonstrated.

Practical notes

This role is remote within the United States. The compensation band is $152,000 to $190,000, excluding equity and benefits. The role requires a bachelor's degree. Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

The role focuses on mid-market enterprise sales using consultative and value-based techniques. Common tools in this area include CRM platforms, sales engagement systems, and marketing automation. The position involves collaboration with internal specialists and requires consistent forecasting and pipeline management. General career paths include progression into senior sales and leadership roles within customer engagement platforms.

Questions to ask

Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works. Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable. Questions about the manager's priorities are especially valued.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.