Iterable

• Identify and close net-new sales opportunities within target accounts with the opportunity for upselling and expansion while utilizing a consistent and repeatable sales process • Build and leverage relationships with C-level Marketing and other executives to influence decision making around marketing solution investments • Drive engaging conversations with commercial marketers at some of the most exciting companies in the world to help them unlock their data, use it more efficiently at unheard-of scale, and develop deeper customer relationships • Manage sales activity including monthly and quarterly forecasting of revenue in Salesforce and achieve quota quarterly • Interface with all levels of target organizations from individual contributors to C-level executives via video and in-person meetings (as needed) • Present Iterable’s product using values-based sales approaches and techniques working alongside Solutions Consultants • Collaborate and coordinate with internal teams (senior management, solutions, marketing, etc.) throughout the deal process • Partner closely with your assigned Sales Development Representative (SDR) to strategize and execute on your outbound prospecting plan

• Execute global payroll operational duties • Work cross-functionally to design scalable and efficient process, with emphasis on automation and risk mitigation • Responsible for the payroll systems and optimize configurations to maximize scalability and employee experience • Process full cycle payroll operations for all domestic and international employees • Contribute to the improvement of current operating procedures to reflect best-in-class practices • Perform payroll reconciliations, month-end close and related journal entries • Ensure the proper documentation, recordkeeping, and accounting for all payroll transactions including audit support • Addressing payroll function related queries • Ensure regulatory compliance and timely filings • Enforce compensation policies regarding approval guidelines and documentation

• Identify and close net-new sales opportunities within target accounts with the opportunity for upselling and expansion while utilizing a consistent and repeatable sales process • Build and leverage relationships with C-level Marketing and other executives to influence decision making around marketing solution investments • Drive engaging conversations with commercial marketers at some of the most exciting companies in the world to help them unlock their data, use it more efficiently at unheard-of scale, and develop deeper customer relationships • Manage sales activity including monthly and quarterly forecasting of revenue in Salesforce and achieve quota quarterly • Interface with all levels of target organizations from individual contributors to C-level executives via video and in-person meetings (as needed) • Present Iterable’s product using values-based sales approaches and techniques working alongside Solutions Consultants • Collaborate and coordinate with internal teams (senior management, solutions, marketing, etc.) throughout the deal process • Partner closely with your assigned Sales Development Representative (SDR) to strategize and execute on your outbound prospecting plan

Role Description Iterable is looking for an experienced sales leader to build, coach, and scale a high-performing Mid-Market Sales team. As Director of Mid-Market Sales, you will lead a team of Account Executives responsible for acquiring strategic customers across North America. This role combines front-line coaching, operational excellence, executive deal strategy, and talent development. You’ll work closely with Sales Engineering, Marketing, Customer Success, Product, and Executive Leadership to build a predictable, scalable business while helping develop the next generation of sales leaders at Iterable. What You’ll Do - Lead, coach, and develop a high-performing team of Mid-Market Account Executives responsible for achieving and exceeding quarterly and annual revenue goals. - Drive consistent forecast accuracy through rigorous pipeline inspection, opportunity coaching, and data-driven forecasting. - Coach complex, multi-threaded sales cycles from discovery through negotiation, helping Account Executives navigate executive buying committees and competitive evaluations. - Inspect opportunities using MEDDPICC (or a comparable enterprise sales methodology) to improve qualification, execution, and win rates. - Develop consultative, Challenger-style sellers who create business value beyond product demonstrations. - Recruit, hire, onboard, and develop exceptional sales talent while fostering a culture of accountability, continuous improvement, and collaboration. - Partner cross-functionally with Marketing, Customer Success, Product, Sales Engineering, and Sales Operations to improve customer outcomes and influence go-to-market strategy. - Act as an executive sponsor on strategic opportunities, helping teams navigate complex commercial negotiations and executive relationships. - Drive operational excellence by leveraging Salesforce, Momentum, Outreach, and other sales technologies to improve productivity, inspection, and execution. - Champion the adoption of AI-powered selling tools and best practices that improve seller effectiveness and customer engagement. - Foster a culture of curiosity, ownership, and continuous learning while developing future leaders within the organization. Qualifications - 3+ years leading high-performing quota-carrying SaaS sales teams in a fast-paced technology company. - 5+ years of successful enterprise software sales experience prior to moving into leadership. - Demonstrated success personally closing complex software opportunities ranging from approximately $100K to $500K+ ARR involving multiple stakeholders and executive decision-makers. - Experience coaching teams using MEDDPICC (or a comparable enterprise qualification methodology). - Experience developing consultative sellers through Challenger Sale or other value-based sales methodologies. - Consistent track record of building teams that exceed quota and improve performance over time. - Strong forecasting discipline with a history of delivering predictable revenue outcomes. - Excellent executive presence with the ability to influence customers, internal stakeholders, and senior leadership. - Strong analytical mindset with the ability to diagnose pipeline risk, identify trends, and drive measurable improvements. - Experience working within Salesforce, Gong, Clari, and modern sales technology platforms. - Excellent communication, coaching, and leadership skills. - Bachelor’s degree preferred. What Success Looks Like - Build and develop a high-performing, engaged Mid-Market Sales team. - Deliver consistent forecast accuracy and operational rigor. - Improve rep productivity through coaching, inspection, and effective deal strategy. - Recruit and develop exceptional talent while building future sales leaders. - Drive predictable revenue growth through disciplined execution and cross-functional partnership. - Help shape the evolution of Iterable’s go-to-market strategy as we continue to scale. Benefits - Paid parental leave - Competitive salaries, meaningful equity, & 401(k) plan - Medical, dental, vision, & life insurance - Balance Day (First Friday off every quarter) - Fertility & Adoption Assistance - Paid Sabbatical - Flexible PTO - Monthly Employee Wellness allowance - Monthly Professional Development allowance - Pre-tax commuter benefits - Complete laptop workstation

Role Description The Solutions Consulting team is made up of motivated, tech-savvy communicators – team players who make an impact across the whole organization. This is a pre-sales role that sits at the intersection of Sales, Product, Engineering, and Marketing -- you're looked at not just as a product expert, but as a thought leader and trusted advisor that helps drive the future of the Iterable platform. You’ll constantly be learning and applying a broad range of skills, collaborating with diverse internal and external teams – guiding marketers, tech teams, product managers, and C-level executives on how to best unlock the full value of Iterable. We're looking to expand our growing organization with teammates who are intellectually curious and willing to embrace challenges, all while keeping our company values of Humility, Trust, Growth Mindset, and Balance top of mind. By learning about prospects’ goals, crafting solutions, and giving feedback you’ll have daily opportunities to hone your sales and technical presentation skills. You’ll demonstrate the power and value of the Iterable platform using creative brainstorming, critical thinking, and problem-solving. You will also get to tackle a broad range of situations beyond sales presentations, including internal education and technical projects. How you will make a difference: - Work closely as a strategic partner with our Enterprise Account Executives and Customer Account Managers to assess deal challenges and think critically to provide solutions. - Generate excitement around the Iterable platform by delivering compelling custom and technical presentations tailored to diverse audiences. - Investigate prospects' technical landscape to provide a seamless integration recommendation and consult on optimal data flow to support business outcomes. - Build deep relationships with prospects and technical stakeholders. - Create well-documented solutions from initial scoping through to successful handoff to our Professional Services team. - Play a major role in helping to close large SaaS enterprise deals. - Liaison cross-functionally with internal teams to deliver new features and drive adoption of the Iterable platform. - Continually invest in your own career through opportunities that enable you to grow professional interests that coincide with the growth of our organization. - Have the opportunity to get on-site with prospects and existing customers when warranted. Qualifications - 3+ years of SaaS/MarTech presales experience, with a proven track record of navigating complex enterprise deal cycles. - Strong technical fluency, including hands-on experience with APIs, JSON data structures, technical scoping, and ideally, leveraging AI/LLMs for efficiency. - Knowledge of the MarTech ecosystem, including Mobile Integrations/SDKs, CDPs, Data Warehousing, ETLs, and iPaaS solutions. - Expert discovery and value-selling skills, with the ability to uncover the "why behind the why," create constructive tension, and seamlessly align technical features to customer pain points. - Exceptional communication and presentation skills, with a knack for building rapid trust with key technical stakeholders. - A deeply curious, self-motivated mindset with a passion for researching, testing, and mastering cutting-edge technology. - A highly collaborative team player who embraces challenges, constantly iterates, and willingly shares knowledge to uplift those around them. Benefits - Paid parental leave - Competitive salaries, meaningful equity, & 401(k) plan - Medical, dental, vision, & life insurance - Balance Day (First Friday off every quarter) - Fertility & Adoption Assistance - Paid Sabbatical - Flexible PTO - Monthly Employee Wellness allowance - Monthly Professional Development allowance - Pre-tax commuter benefits - Complete laptop workstation

• Become an Iterable product expert for our Premier customers. • Provide top-tier customer service to delight them. • Build and maintain strong customer relationships, driving successful business outcomes by understanding their use cases and architecture. • Answer customer inquiries through email, live chat, Zendesk, and phone. • Categorize and prioritize customer inquiries. • Write and update support documentation. • Escalate complex issues to Customer Success Managers and the Engineering team. • Present support topics in customer meetings, such as Quarterly Business Reviews. • Share your expertise across the Support team and other departments at Iterable. • Lead projects to address technical or process gaps for yourself or the team.

• Help manage and rationalize our company application portfolio, ensuring IT has a better understanding of the portfolio at large. • Have visibility into the technical vetting process for all incoming applications, helping us ensure that every addition to the Iterable portfolio is both purposeful and strategically sound. • Work with business unit technology leaders to develop capability mapping that helps us understand how our technology portfolio can better support business operations. • Support Iterable’s vendor renewal and new vendor processes by representing IT from initial vendor selection to contract approval.

• Design and build integrations between AI platforms and corporate business systems, including API development and workflow automation. • Evaluate and operationalize AI tools as the company's needs evolve—starting with Gemini Enterprise. • Manage the GCP resources that support our AI environment—APIs, billing, project configuration, and access controls. • Partner with Enterprise Security to support the "vibe coding" approval process, helping teams build AI-assisted applications securely. • Support IT infrastructure operations including certificate management, DNS administration, and Terraform-based infrastructure-as-code practices.

• Become an Iterable product expert. • Answer customer questions over email, live chat, Zendesk and phone. • Categorize customer inquiries. • Write and update support articles. • Escalate issues to Customer Success Managers and the Engineering team. • Deliver excellent customer service to delight Iterable customers.

• Own the iterable.com roadmap, balancing short-term conversion priorities with long-term site architecture and experience improvements • Define and maintain a clear website strategy aligned to pipeline goals, organic growth targets, and brand standards • Translate business objectives from marketing, sales, and product into web initiatives with clear scope, timelines, and success metrics • Establish a test-and-learn culture with a structured experimentation roadmap to continuously improve conversion performance • Lead, mentor, and grow a cross-functional team spanning web development, UX/design, production, and SEO/AEO • Set clear priorities, manage workload across the team, and remove blockers to keep execution moving • Own CRO strategy across the full site—from homepage to product pages to high-intent landing pages • Design and run A/B and multivariate tests to improve key conversion metrics including MQL rate, demo requests, and free trial sign-ups • Analyze visitor behavior, funnel drop-off, and engagement data to surface optimization opportunities • Oversee SEO strategy and ensure the team is executing against a roadmap that improves organic visibility for priority keywords • Oversee front-end and full-stack web development work, ensuring code quality, performance standards, and accessibility compliance • Champion a user-first approach to web design and information architecture across all site sections • Define and own the web analytics framework—ensuring clean data, accurate attribution, and actionable dashboards.