Director, Labor and Membership Accounts

About Mobile Commons

Mobile Commons is the independent messaging platform that unions, benefit funds, associations, nonprofits and public agencies use to reach their members. We have been doing this for more than a decade, at volume, in a business where deliverability and compliance are not optional.

We recently became independent, and we are in the middle of the biggest change to what we sell since the company started. We are no longer just sending messages on behalf of customers. We can now stand up a full engagement environment for a client under our own brand: multi-step journeys that adapt to what people actually do, a unified member profile behind them, chatbots with live handoff, and rich branded messaging with verified sender identity, documents, one-tap calling and reply buttons inside the thread.

We are small enough that what you build here is obviously yours, and far enough along that you are not selling a promise.

Who you will be selling to

You will spend your time with benefits administrators, fund administrators and third party administrators, membership directors, education and certification directors, organizing directors and secretary-treasurers. People who run an operation with a compliance calendar attached to it, who are still mailing plan documents and renewal notices, and who have mostly never heard of us.

They do not come to the conferences we already exhibit at. There is no inbound from them. Getting in front of them is a large part of the job, and it is why we want someone whose instinct is to build a room rather than work one somebody else built.

What you will own

•  A named book in your territory and the full cycle inside it, from first conversation through close, with nobody sequencing your week for you.

•  New logos above all. Our new environment model works best on customers who are starting clean, which means the growth in this vertical comes from organizations we have never worked with. Prior customers can be re-introduced as well.

•  A two-track conversation inside each account. The operational side of a union, meaning benefits, training, dispatch, dues and grievances, is what moves onto rich messaging first. The advocacy and political side stays on SMS and we grow it there. Knowing which is which, and being able to explain why, is the core skill.

•  Partnerships and channel, including third party administrators, benefits consultants and the agencies already serving this space. We pay on these deliberately.

•  Telling us what to build. You will understand this buyer better than anyone here. Say so loudly and often.

Who you are

You have spent real time inside this world rather than only selling into it. Maybe you worked for a union or a benefit fund. Maybe you ran a membership program, an education and certification operation, or partnerships somewhere our buyers respect. However you got here, when you walk into the room people treat you as one of them rather than as a vendor.

You are ready to build a territory rather than inherit one, who doesn't need a marketing engine or a manager mapping the week, and who gets energy from creating demand rather than working down a list of familiar logos. If most of your experience is closing inbound for a category leader, this is a different motion.

You also bring:

•  A track record of hitting a number, or of building revenue where there was none, whether in sales, partnerships or sponsorship

•  Real relationships across labor, associations, and the wider membership world, including on the operations side and not only in communications

•  A working understanding of how these organizations are structured legally.

•  Comfort selling something we partly deliver as a service, scoped with a statement of work rather than priced by the seat

•  Patience for long approval windows and several stakeholders, and the discipline to give honest timelines instead of hopeful ones

•  The willingness to tell a customer no, scale the idea down to something that will get approved, and keep the relationship

•  You’ll report to the CRO and will be trusted to run your book, your way – day to day.

•  Credible command of deliverability, opt-in language and carrier compliance, or the appetite to get there quickly

•  Willingness to travel to benefits conferences, association meetings and industry events, including working a booth.

•  Working knowledge of Salesforce

Base

$130,000 to $170,000 depending on experience and the book you bring

Commission

Uncapped, with accelerators above plan. On-target earnings of roughly $220,000 to $290,000