Account Executive Commercial Sales (SMB)

TL;DR

Account Executive Commercial Sales (SMB) (SaaS): Own the full customer lifecycle across SMB accounts including net-new sales, renewals, expansions, and churn mitigation with an accent on value-based conversations and revenue growth. Focus on building pipeline, leading discovery and evaluations, negotiating contracts, and executing account plans for long-term value realization.

Location: Hybrid in Raleigh, NC office (3 days per week in-office)

Compensation: $115,000 - $140,000 OTE (50/50 base-to-variable split)

Company

Fast-growing SaaS startup helping businesses understand and improve software product experiences.

What you will do

• Develop deep product expertise to guide prospects and customers through value-based conversations.
• Own full sales cycles for net-new prospects and existing customers, including expansions and renewals.
• Build pipeline in collaboration with business development and maintain accurate forecasts.
• Lead discovery, evaluations, free trials, and proof-of-concepts.
• Build executive relationships and serve as primary customer contact.
• Create and execute account plans driving net-new opportunities and growth.

Requirements

• Active use of AI-powered tools in daily workflows
• 1+ year B2B SaaS net-new sales and account management with closing experience
• Proven full sales cycle management, including renewals and expansions
• Tailored technical product demonstrations
• Strong negotiation and contract management
• Salesforce and CRM competency
• Bachelor’s degree or equivalent

Nice to have

• MEDDICC or Force Management training
• SMB territory management experience
• High emotional intelligence

Culture & Benefits

• Hybrid culture with 3 days in-office
• Competitive benefits: $0 premium health options, strong 401(k) match, equity, flexible time off
• Core values: Bias to Act, Hone Your Craft, The Team is Pendo, Maniacal Focus