Account Executive, SMB

The Problems You'll Solve

• Consistent Quota Attainment: Develop a comprehensive sales strategy and sales plan that ensures consistent achievement of quota.
• High-Velocity Execution: Efficiently manage a fast-paced sales cycle to sustainably close 20–25 deals/contracts per month.
• Outbound Prospecting: Prospect, qualify, and build a robust pipeline of potential SMB clients using a systematic, high-volume approach.
• Deal Management: Handle contract discussions, proactively address objections, develop pricing proposals, and finalize sales agreements.
• Customer Insights: Deeply understand customer needs and requirements, surfacing key findings back to the broader Carta team.
• Pipeline Hygiene: Maintain clean, accurate records of interactions, deals, and progress within our CRM tools (Salesforce, Terret).

The Impact You'll Have

As an Account Executive at Carta, you'll introduce early-stage companies and venture-backed founders to our best-in-class software platform. You will help them streamline their equity management, stay compliant, and unlock liquidity in the private markets, setting them up for long-term operational success.

About You

We are looking for someone hungry to grow, coachable enough to listen, and resilient enough to handle a fast-paced ramp. You should be deeply curious about solving founder problems, entirely accountable for your results, and humble enough to ask for help when you need it.

Desired Traits & Competencies

• Execution Hunger & Drive: You possess a strong quota mentality, competitive fire, and strict pipeline discipline.
• Coachability: You receive critical feedback well, drop the ego, and adjust your behavior quickly to continuously build your skills.
• Resilience & Grit: You possess the mental toughness to handle repeated rejection, stay motivated during slow cycles, and view setbacks as learning opportunities.
• Ownership & Accountability: You take full responsibility for your outcomes, own your mistakes, and focus on driving solutions rather than blaming external factors like territory or market conditions.
• System Literacy: You have a strong baseline comfort learning modern sales systems like Salesforce, Terret, Chorus and Pitchbook.
• Curiosity & Domain Interest: You are genuinely interested in the startup/founder ecosystem and want to understand product-adjacent concepts like cap tables and equity.
• Communication Clarity: You are a transparent, concise, and direct communicator who proactively updates leadership on blockers.

AI Competency & Efficiency

At Carta, we look for modern sales professionals who view artificial intelligence as a core lever for scaling their impact. You will actively leverage AI—specifically demonstrating comfort with Claude Code and related frameworks—to optimize your workflow, showing mastery across the following dimensions:

• Strategic Prospecting: Using AI to efficiently tier your account book, uncover new startup leads by querying datasets (Salesforce, Pitchbook, Form D), and systematically track your book on an ongoing basis.
• On-Demand Coaching & Growth: Proactively utilizing AI to accelerate your own onboarding, run scenario simulations, unpack call outcomes, and receive tactical performance feedback.
• Tailored Client Communications: Leveraging AI for copywriting and message personalization, enabling you to draft clear, concise outreach and navigate complex founder objections with creative precision.
• Admin Automation & Organization: Employing AI to synthesize meeting notes, organize daily workflows, clean data records, and eliminate friction from manual admin tasks to protect your high-velocity selling time.
• Improved Velocity & Efficiency: Actively demonstrating an AI-forward mindset where prompt engineering and workflow automation are used to maximize daily output, ensuring a fast ramp to full quota.

What We Will Train You On

You do not need to be a fintech or equity expert on day one! We explicitly hire for potential and growth mindset. We will fully train and support you on:

• Deep fintech knowledge and equity administration basics like Cap Tables, CTC, QSBS, and Equity Advisory.
• The MEDDIC sales qualification framework.
• Advanced CRM environments and specialized tools like Salesforce, Terret, and Outreach.
• SMB territory knowledge and market mapping.

Note: We are looking for an individual contributor execution focus—previous mentoring or team scaling leadership is not required.

Salary & Benefits

Carta's compensation package includes a market-competitive salary, equity for all full-time roles, exceptional benefits, and highly rewarding commission plans. Annualized salary is based on an estimated 40-hour work week before overtime. Final offers may vary based on geography, candidate experience, expertise, and other strategic factors.

Our cash compensation (salary + commission) range for this role is:

$150k OTE in New York City, NY (equivalent to an hourly rate of $36.06).