Account Executive, SMB

About the Role

The Account Executive, SMB role is on the SMB sales team within the Private Corporations business unit. This role focuses on individual execution, personal velocity, and hitting quota while scaling your career trajectory.

Key Responsibilities

• 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 CRM tools like Salesforce and Terret.
• Introduce early-stage companies and venture-backed founders to Carta's software platform.
• Help clients streamline equity management, stay compliant, and unlock liquidity in the private markets.

Requirements & Tech Stack

• Execution Hunger & Drive: Strong quota mentality, competitive fire, and strict pipeline discipline.
• Coachability: Ability to receive critical feedback, drop ego, and adjust behavior quickly.
• Resilience & Grit: Mental toughness to handle rejection, stay motivated, and view setbacks as learning opportunities.
• Ownership & Accountability: Take full responsibility for outcomes and drive solutions.
• System Literacy: Strong baseline comfort learning modern sales systems like Salesforce, Terret, Chorus, and Pitchbook.
• Curiosity & Domain Interest: Genuine interest in the startup/founder ecosystem and understanding concepts like cap tables and equity.
• Communication Clarity: Transparent, concise, and direct communication.

AI Competency & Efficiency

• Actively leverage Artificial Intelligence (AI) to optimize workflow and demonstrate mastery across:
• Strategic Prospecting: Using AI to tier account books, uncover new leads by querying datasets (Salesforce, Pitchbook, Form D), and track books.
• On-Demand Coaching & Growth: Utilizing AI for onboarding acceleration, scenario simulations, unpacking call outcomes, and receiving performance feedback.
• Tailored Client Communications: Leveraging AI for copywriting and message personalization to draft outreach and navigate objections.
• Admin Automation & Organization: Employing AI to synthesize meeting notes, organize workflows, clean data records, and eliminate manual admin tasks.
• Improved Velocity & Efficiency: Demonstrating an AI-forward mindset where prompt engineering and workflow automation are used to maximize daily output.
• Comfort with Claude Code and related frameworks.

What You Will Be Trained On

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

Qualifications

• Note: Previous mentoring or team scaling leadership is not required for this individual contributor role.

Compensation

• OTE (On-Target Earnings): $150k in New York City, NY.