Account Executive, SMB

Job Overview

As an Account Executive, SMB at Carta, you will join a team of account executives selling to early-stage companies, typically Series A and earlier. Your focus will be on individual execution, personal velocity, and hitting quota while scaling your career trajectory.

Key Responsibilities

• Develop a comprehensive sales strategy and sales plan to ensure consistent achievement of quota.
• Efficiently manage a fast-paced sales cycle to sustainably close 20–25 deals/contracts per month.
• Prospect, qualify, and build a robust pipeline of potential SMB clients using a systematic, high-volume approach.
• Handle contract discussions, proactively address objections, develop pricing proposals, and finalize sales agreements.
• Deeply understand customer needs and requirements, surfacing key findings back to the broader Carta team.
• Maintain clean, accurate records of interactions, deals, and progress within CRM tools (Salesforce, Terret).

Impact

As an Account Executive at Carta, you will introduce early-stage companies and venture-backed founders to our best-in-class software platform. You will help them streamline their equity management, stay compliant, and unlock liquidity in the private markets, setting them up for long-term operational success.

Requirements

• Strong quota mentality, competitive drive, and strict pipeline discipline.
• Ability to receive critical feedback well, adapt quickly, and continuously build skills.
• Mental toughness to handle repeated rejection, stay motivated during slow cycles, and view setbacks as learning opportunities.
• Full responsibility for outcomes, owning mistakes, and focusing on driving solutions.
• Strong baseline comfort learning modern sales systems like Salesforce, Terret, Chorus, and Pitchbook.
• Genuine interest in the startup/founder ecosystem and understanding of product-adjacent concepts like cap tables and equity.

AI Competency & Efficiency

• Leverage AI to optimize workflow, demonstrating comfort with Claude Code and related frameworks.
• Utilize AI for strategic prospecting, on-demand coaching, tailored client communications, admin automation, and improved velocity and efficiency.

Training & Support

• Comprehensive training on deep fintech knowledge and equity administration basics.
• MEDDIC sales qualification framework training.
• Advanced CRM environment and specialized tool training.

Compensation

• Market-competitive salary
• Equity for all full-time roles
• Exceptional benefits
• Highly rewarding commission plans
• $150k OTE in New York City, NY