Account Executive, SMB
Sell Carta's equity management platform to early-stage SMB companies (Series A and earlier). Prospect, qualify, and close 20-25 deals per month while leveraging AI tools and maintaining pipeline hygiene in Salesforce.
Account Executive
Account Executive owns full sales cycle for complex B2B SaaS deals ($100-500k), generates pipeline via outbound prospecting, closes new business, and drives expansion through customer relationships in regulated industries.
150k – 150kSan Francisco, CANew York, NYAccount ExecutiveRemote
About the role
Key Responsibilities
- Drive strong pipeline generation through direct prospecting, outbound campaigns, and collaboration with marketing and partners
- Own the full sales cycle from qualification and discovery through negotiation and close
- Proactively identify and prioritize opportunities within a large, diverse territory, balancing short-term wins with long-term strategic pursuits
- Lead complex SaaS deal cycles, coordinating internal resources and engaging multiple client stakeholders across legal, compliance, and marketing functions
- Deliver compelling product demonstrations and articulate clear, differentiated value propositions
- Collaborate with Customer Success to drive more business from existing accounts with activities like Quarterly Business Reviews (QBRs), meetings and workshops to strengthen account health, and uncover upsell and cross-sell opportunities
- Develop and maintain deep, trusted relationships with key decision-makers and influencers in both new and existing accounts
- Work with leadership to refine territory strategy, optimize outbound efforts, and ensure predictable, scalable revenue growth
- Be comfortable working across multiple industries, including Fintech, Financial Services, CPG, Travel, Life Sciences and more, developing tailored points of view and industry-specific messaging
About You (Requirements)
- Proven success owning the full sales cycle in complex B2B SaaS environments
- Proven track record of selling $100–$500k deals and consistently hitting $1.5M+ quota
- Demonstrated ability to generate high-quality pipeline consistently through outbound and creative prospecting methods
- A track record of meeting or exceeding quota across both new business and expansion
- Skilled in consultative selling, with a talent for uncovering pain points and building compelling business cases
- Comfortable engaging and presenting to senior stakeholders across legal, compliance, and marketing functions
- Highly organized and data-driven — you know how to prioritize, forecast, and build repeatable pipeline processes
- Collaborative mindset, able to partner effectively with Customer Success, Marketing, and Leadership
- Familiarity with marketing compliance, regulated industries, or AI-driven SaaS is a strong plus
Benefits
- Competitive salary and equity package
- Fully paid medical, dental, and vision insurance
- Free access to OneMedical
- Short and long-term disability insurance
- Company-paid life insurance
- Company-sponsored 401k
- Unlimited PTO (with mandatory 15 days off)
- Financial support for work-adjacent learning opportunities
Skills
SaaS SalesPipeline GenerationOutbound ProspectingConsultative SellingProduct DemosQuarterly Business ReviewsTerritory ManagementSales ForecastingB2B SalesCrm Tools
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