SMB & Mid-Market Account Executive

Why We're Hiring
Tie is looking for a SMB + Mid-Market Account Executive to win new customers across the upper end of the SMB market and into mid-market.
SMB + Mid-Market is Tie's high-velocity new-business motion, but these are meaningful, sophisticated ecommerce businesses. SMB + Mid-Market AEs need to move quickly while still understanding a prospect's business, lifecycle marketing strategy, ESP, and how Tie can generate measurable incremental revenue.
SMB + Mid-Market AEs are hunters. They are responsible for creating pipeline, running strong discovery, demonstrating Tie's value, and moving qualified customers from first conversation through close.
The job does not end at signature. New customers enter an approximately 30-day Proof period before opting into their ongoing relationship with Tie. During this period, the AE stays actively involved alongside Customer Success and Implementation to maintain momentum, ensure the customer logs in and engages with Tie, and give the team the best possible opportunity to demonstrate value and earn the customer's opt-in.
The goal is simple: win upper-SMB and mid-market customers and help get them successfully through Proof.
What You'll Own
Own new business across Tie's SMB + Mid-Market segment, primarily sophisticated upper-SMB and mid-market ecommerce brands
Build and maintain a healthy pipeline of qualified new-logo opportunities
Proactively generate pipeline through outbound, events, partners, relationships, and other channels
Respond quickly and effectively to inbound opportunities
Run an efficient sales process from discovery through close
Understand the prospect's business, ecommerce strategy, lifecycle marketing program, ESP, and primary goals
Identify where Tie can create measurable incremental revenue through the customer's email and SMS program
Clearly communicate Tie's value proposition and demonstrate the Tie platform
Build a compelling business case tied to measurable customer ROI
Own pricing, proposals, negotiation, contracting, and close
Maintain strong Salesforce discipline and accurately manage pipeline, next steps, and forecasts
Set clear expectations during the sales process about the Proof period, what the customer needs to do, and how success will be measured
Create a clean handoff to Customer Success and Implementation immediately after close
Stay actively involved throughout the approximately 30-day Proof period
Help ensure customers log in, engage with Tie, and complete the actions necessary to give the Proof the best opportunity to succeed
Partner with the CSM and Implementation team to address customer-side blockers during Proof
Help reinforce the original business case and reasons the customer purchased Tie
Transition out of active account ownership following successful opt-in, with Customer Success owning the ongoing customer relationship
What You'll Bring
Experience selling to upper-SMB and mid-market customers, with the ability to balance sales velocity with thoughtful discovery and business-case development
Experience in SaaS sales, ecommerce technology, martech, or another fast-moving sales environment
Demonstrated ability to create pipeline and close new business
Strong prospecting instincts and willingness to generate your own opportunities
Strong discovery skills and genuine curiosity about a prospect's business
Ability to connect Tie's products to measurable incremental revenue and ROI
Strong product demonstration, presentation, negotiation, and closing skills
Ability to create urgency and maintain momentum
Strong follow-through after signature and willingness to stay engaged until the customer is successfully activated
High degree of ownership, strong organizational skills, and Salesforce discipline
Nice-to-Haves
Familiarity with Shopify
Familiarity with Klaviyo or another ESP
Experience selling martech, identity, personalization, customer-data, or lifecycle-marketing technology
Experience with Proof of Concept or Proof of Value sales motions
Experience in a high-velocity SaaS environment
How Success Is Measured
The primary performance metric for the SMB + Mid-Market Account Executive is new-business revenue.
Successful SMB + Mid-Market AEs consistently create pipeline, close new customers, maintain accurate forecasts, and move opportunities efficiently through the sales process. Great SMB + Mid-Market AEs do not treat signature as the finish line: they stay engaged through the approximately 30-day Proof period, help ensure customers log in and participate, and work alongside CS and Implementation to maintain momentum through opt-in.
Win the customer. Get them engaged. Help them through Proof. Then go win the next one.

Work arrangement
No