Senior Mid Market Account Executive at InMobi

Zagreb, Grad Zagreb, Croatia

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cloud Communications, Technology, SaaSIndustries

Requirements

Minimum 3 years proven experience in B2B sales (mid-market or enterprise), consistently meeting or exceeding quota
Fluent in English (mandatory); knowledge of additional language is a plus
Experience selling in at least one of the following regions/territories: UK, Poland, Nordics, Baltics; experience across multiple regions is a strong advantage
Strong knowledge of industry and technology trends relevant to Infobip: CPaaS, CCaaS, customer engagement and conversational AI — and channels such as (SMS, RCS, WhatsApp, voice, email, Viber and other OTT channels)
Strong presentation and demo skills — able to articulate technical solutions and ROI to both technical and non-technical stakeholders
Proven, consultative selling skills and familiarity with formal sales methodologies (e.g., MEDDPICC, MEDDIC, BANT)
Excellent pipeline management and forecasting skills using CRM
Proven track record of negotiating commercial agreements, closing complex deals, and managing the full sales cycle (from prospecting to contract signature)
Bonus: Previous experience selling CPaaS, contact center or marketing automation solutions

Responsibilities

Leads sales cycles from lead qualification to closure, focusing on mid-market accounts
Sells an expanded range of Infobip's products and services directly or via partners, addressing the specific needs of mid-market clients within the designated team/squad
Collaborates with cross-functional teams and specialists to ensure tailored solutions for mid-market customers
Develops comprehensive solution proposals that encompass all relevant aspects of mid-market client needs
Manages sales processes through detailed forecasting, account strategy, and resource allocation, with a focus on long-term relationships and account expansion
Leads the development and presentation of value propositions, ensuring alignment with the unique challenges and objectives of mid-market customers
Negotiates pricing and contract terms, ensuring successful closure while meeting both customer and company objectives
Maintains strong relationships with mid-market clients, focusing on continuous engagement and account health
Cross-sells and upsells within existing mid-market accounts, addressing evolving customer needs
Acts as a mentor to junior Mid-market Account Executives, sharing insights and strategies for success in this segment

Skills

Key technologies and capabilities for this role

B2B SalesLead QualificationSales Cycle ManagementAccount ManagementSolution ProposalsSales ForecastingValue Proposition DevelopmentContract NegotiationCross-SellingUpsellingMentoring

Questions & Answers

Common questions about this position

What experience is required for the Senior Mid Market Account Executive role?

Candidates need a minimum of 3 years proven experience in B2B sales (mid-market or enterprise), consistently meeting or exceeding quota, along with strong consultative selling skills, familiarity with sales methodologies like MEDDPICC or MEDDIC, and experience in regions such as UK, Poland, Nordics, or Baltics.

What specific industry knowledge is needed for this position?

Strong knowledge of CPaaS, CCaaS, customer engagement, conversational AI, and channels like SMS, RCS, WhatsApp, voice, email, Viber, and other OTT channels is required, plus excellent presentation and demo skills to articulate technical solutions and ROI.

Is this a remote position or does it require office work?

This information is not specified in the job description.

What is the salary or compensation for this role?

This information is not specified in the job description.

What makes a strong candidate for this Account Executive position?

A strong candidate has 3+ years of B2B sales experience meeting quotas, regional experience in UK/Poland/Nordics/Baltics, knowledge of CPaaS and communication channels, consultative selling skills with methodologies like MEDDPICC, and a track record of closing complex deals.

InMobi

Mobile advertising and programmatic solutions provider

About InMobi

InMobi specializes in mobile advertising and marketing technology, focusing on the automated buying and selling of ad space within mobile applications. Their platform allows media buyers and marketers to efficiently purchase ad space to reach specific audiences, while app publishers can monetize their applications by selling ad space. InMobi offers a range of advertising solutions, including demand-side platforms (DSPs) for buyers and supply-side platforms (SSPs) for publishers, along with analytics tools to enhance ad performance and minimize fraud. Unlike many competitors, InMobi also provides educational resources through InMobi U, helping clients understand the in-app programmatic ecosystem. The company's goal is to optimize ad revenue for both advertisers and publishers while establishing itself as a leader in mobile advertising education.

Kadubeesanahalli, IndiaHeadquarters

2007Year Founded

$214.6MTotal Funding

DEBTCompany Stage

Consumer Software, Education, EntertainmentIndustries

11-50Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

401(k) Company Match

Unlimited Paid Time Off

Flexible Work Hours

Wellness Program

Free Lunch

Pet Insurance

Employee Assistance Program

Risks

Increased competition from local players like VerSe in the digital marketing space.

Potential over-reliance on debt financing could impact financial stability.

Pressure to deliver on AI-driven expansion could strain resources if not managed well.

Differentiation

InMobi offers a comprehensive suite of advertising solutions for advertisers and publishers.

The company provides advanced analytics and optimization tools to improve ad performance.

InMobi's partnership with Scope3 pioneers green media offerings, attracting eco-conscious brands.

Upsides

InMobi secured $100 million to enhance AI capabilities for sophisticated ad targeting.

The company is recognized as a 'Strong Performer' in the sell-side platform market.

InMobi's planned IPO indicates strong market confidence and potential capital for expansion.

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