Account Executive, SMB

You'll join Carta's SMB sales team to sell software to early-stage companies, typically Series A and earlier. You will develop and execute sales strategies, manage a fast-paced sales cycle, build a robust outbound pipeline, handle contracts and objections, maintain accurate CRM records, understand customer needs, and use AI to optimize prospecting, communications, coaching, and administrative workflows. Carta will train you on fintech, equity administration, MEDDIC, CRM tools, and SMB territory knowledge.

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
• Exceptional benefits