Account Executive, SMB

You'll join a team of account executives focused on selling to early-stage companies, typically Series A and earlier. As an Account Executive, you will develop and execute a sales strategy that keeps you consistently hitting quota, manage a fast-paced sales cycle to close 20–25 deals per month, and build a robust pipeline through systematic outbound prospecting. You'll handle contract discussions, address objections, develop pricing proposals, and finalize agreements, all while maintaining clean and accurate records in CRM tools. You'll dive deep into customer needs, surface key insights back to the broader team, and leverage AI tools to optimize prospecting, coaching, communications, and admin work so you can protect your time for high-velocity selling. You don't need prior fintech or equity expertise, as Carta will train you on cap tables, equity administration, the MEDDIC sales framework, and specialized CRM tools.

Responsibilities

• Develop a comprehensive sales strategy and plan to consistently achieve quota
• Manage a fast-paced sales cycle to close 20–25 deals per month
• Prospect, qualify, and build a pipeline of potential SMB clients using a systematic approach
• Handle contract discussions, address objections, and develop pricing proposals
• Finalize sales agreements
• Understand customer needs and surface key findings to the broader team
• Maintain clean, accurate records of interactions and deals in CRM tools such as Salesforce and Terret
• Leverage AI to tier account books, uncover leads, and track book performance
• Use AI to accelerate onboarding, run scenario simulations, and receive performance feedback
• Use AI for copywriting and personalized outreach messaging
• Use AI to synthesize meeting notes and organize daily workflows

Requirements

• Strong quota mentality and pipeline discipline
• Coachability and ability to act on feedback quickly
• Resilience and mental toughness to handle rejection
• Ownership and accountability for outcomes
• Comfort learning modern sales systems like Salesforce, Terret, Chorus and Pitchbook
• Curiosity about the startup and founder ecosystem
• Clear and direct communication skills
• Comfort using AI tools such as Claude Code to optimize workflow

Benefits

• Equity for all full-time roles
• Commission plans