Mid-Market Account Executive

Invoca is the industry leader and innovator in AI and machine learning-powered Conversation Intelligence. With over 300 employees, 2,000+ customers, and $100M in revenue, there are tremendous opportunities to continue growing the business. We are building a world-class SaaS company and have raised over $184M from leading venture capitalists including Upfront Ventures, Accel, Silver Lake Waterman, H.I.G. Growth Partners, and Salesforce Ventures.

About the Role:

You are a net-new logo hunter selling an AI-powered revenue execution platform to marketing and digital leadership at mid-market B2C brands—companies where inbound phone calls represent a significant portion of customer acquisition and revenue.

This is a full-cycle, individual contributor role focused on:

• Identifying and prospecting net-new logos in target verticals (healthcare, insurance, home services, automotive, financial services, retail, telecom, travel/hospitality)
• Building and managing a territory pipeline to meet/exceed quota
• Qualifying, demoing, and closing deals with CMOs, VPs of Digital, heads of Growth, and Finance stakeholders
• Positioning Invoca's platform as the solution to marketing attribution blindness, wasted ad spend, and misalignment between marketing and sales

You will work closely with our Sales Development team, Marketing, Product, and Implementation teams to drive growth in Invoca's fastest-expanding GTM motion: marketing teams finally getting attribution and ROI visibility on their phone-driven customer acquisition.

Prospecting & Pipeline Management

• Generate 50–70%+ of your pipeline through outbound prospecting, target account marketing, direct research, and strategic outreach (not reliant on SDR leads alone)
• Identify and research target accounts in your territory using intent signals, account-based marketing insights, and vertical-specific research
• Conduct discovery conversations to understand marketing and revenue challenges across your accounts
• Build a strong referral network and leverage warm introductions

Sales Cycle Management

• Qualify opportunities using a consultative, discovery-driven approach (
• Deliver tailored product demonstrations that directly address customer pain points (attribution gaps, ad spend efficiency, ROAS proof, cross-channel alignment)
• Articulate Invoca's unique value proposition: complete closed-loop attribution from click → call → conversion, AI-powered intent analysis, and revenue execution capability
• Manage multi-stakeholder deals
• Negotiate commercial terms, manage legal/procurement processes, and close agreements

Forecasting & CRM Excellence

• Maintain accurate pipeline in Salesforce with detailed deal stages, next steps, and customer-facing context
• Deliver reliable monthly and quarterly forecasts with high percentage accuracy
• Update deal progression consistently and participate in pipeline reviews with sales leadership

Cross-Functional Collaboration

• Partner with Solutions Consultants to scope custom integrations (Google Ads, Facebook, Salesforce, etc.)
• Work with Solutions Engineers for deep-dive technical discoveries and proof-of-concept scoping
• Collaborate with Implementation and Customer Success to ensure smooth onboarding and set up expansion opportunities
• Provide customer feedback and win/loss insights to Product and Marketing teams

Account Knowledge & Thought Leadership

• Develop deep understanding of Invoca's product, AI capabilities, integrations, and competitive positioning
• Stay current on marketing technology trends, attribution challenges, and revenue execution best practices
• Share win stories and competitive intelligence with the broader team

• 5+ years of on-quota, B2B SaaS closing experience, majority in full-cycle, net-new logo roles (not account management or pure expansion)
• 5+ years of new-logo sales in SaaS, with a track record of meeting/exceeding quota
• Deep understanding of marketing and customer acquisition processes—specifically:
• Digital media channels (paid search, paid social, CTV/linear TV, video, affiliate)
• Marketing attribution and ROAS optimization
• Lead gen, conversion funnel optimization, or demand generation
• Marketing technology and how CMOs/digital leaders think about budgets and ROI
• Ability to sell to and influence VP/C-level executives with confidence and credibility
• Consultative, value-based selling mindset—you understand the art of discovery and positioning solutions around business outcomes, not just features
• Self-motivated prospector with proven ability to cold prospect, cadence outreach, and build pipeline independently
• Strong Salesforce proficiency and comfort with CRM data management, forecasting, and sales processes

• Prior experience selling martech, adtech, analytics, or revtech solutions (Marketo, HubSpot, Segment, Amplitude, Mixpanel, Google Analytics 360, etc.)
• Familiarity with conversation intelligence, call tracking, or contact center solutions (even if not direct experience, comfort with call/AI/analytics storytelling is valuable)
• Direct sales experience in one or more of Invoca's core verticals: healthcare, insurance, home services, automotive, financial services, multi-location retail, telecom, travel/hospitality
• Existing network in mid-market marketing leadership (warm introductions into CMO/VP Digital cohorts)
• Understanding of compliance requirements in regulated verticals (HIPAA, PCI, financial regulations)

At Invoca, all new hires in the U.S. receive benefits starting on day one of employment. Our benefits offerings include:

Please note that benefits for teammates outside the U.S. may vary in accordance with their country’s laws and regulations.

• Flexible Time Off – We encourage a healthy work-life balance. Our flexible paid time off policy allows you to recharge and take time away as needed.
• Paid Holidays – Invoca provides 16 U.S. paid holidays, including a winter break, giving you ample opportunity to refresh and spend time with friends and family.
• Health Benefits – Our healthcare program includes medical, dental, and vision coverage, with multiple plan options to choose what works best for you and your family. Fertility assistance is also included.
• Retirement – Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.
• Stock Options – All employees are invited to share in Invoca’s success through stock options.
• Mental Health Program– Well-being support on a broad range of issues is available through our SpringHealth program.
• Paid Family Leave – Up to 6 weeks of 100% paid leave is provided for baby bonding, adoption, and caring for family members.
• Paid Medical Leave – Up to 12 weeks of 100% paid leave is provided for childbirth and medical needs.
• InVacation – As a thank-you to our long-term team members, we offer a bonus after 7 years of service.
• Wellness Subsidy – We provide a subsidy that can be applied toward gym memberships, fitness classes, and more.
• Position Base Range - $115,000-$125,000 / plus bonus or variable

DEI Statement

We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender, gender identity or expression, or veteran status. We are proud to be an equal-opportunity workplace.

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