Account Executive – SMB

This is a fully remote position, open to applicants in California.

📋 Description

• Drive revenue growth by managing the complete sales cycle, from qualifying leads to finalizing deals.

• Customize immigration legal solutions to fulfill client requirements.

• Establish and maintain relationships with individual, mid-market, and enterprise clients, as well as key decision-makers.

• Take ownership of and surpass individual sales quotas by securing new business.

• Oversee prospecting, discovery, solution design, contract negotiation, and deal closure.

• Create personalized pitches and proposals that address client needs, return on investment, and business outcomes.

• Identify and qualify leads through outbound prospecting, referrals, networking, and partnerships.

• Keep an accurate CRM pipeline and project revenue forecasts.

• Collaborate with Marketing on lead-generation initiatives and follow-up actions.

• Act as a trusted point of contact for CFOs, HR leaders, mobility managers, and other key decision-makers.

• Promote upsell and expansion opportunities within current accounts.

• Work closely with Sales Engineering, Product, Legal, and Customer Success teams to provide tailored solutions and ensure seamless onboarding.

• Share insights with Product and Engineering regarding client requirements and market trends.

• Stay informed on industry trends, competitor offerings, and regulatory changes.

• Educate stakeholders on best practices as a subject matter expert.

• Represent the company at events, conferences, and networking opportunities.

• Log activities, monitor metrics, and update CRM systems like HubSpot.

• Adhere to structured sales methodologies such as MEDDIC and BANT.

• Contribute to the development of sales playbooks, case studies, and team knowledge sharing.

⛳️ Requirements

• Bachelor’s degree in any field or an equivalent foreign qualification.

• A minimum of 2 years of experience in the specified job or a related role.

• At least 2 years of experience managing a full-cycle B2B sales process.

• Proven track record of meeting or exceeding revenue targets as a quota-carrying sales professional.

• Demonstrated experience in applying knowledge of ROI, budgets, and cost drivers in B2B purchasing decisions.

• Proficient in pipeline management and forecasting using Salesforce or HubSpot CRM tools.

• Familiarity with structured sales methodologies, including MEDDIC and BANT.

• Experience in sales messaging tailored to various industries for startups, mid-market, or enterprise clients.

• Background in collaborating with Product, Legal, and Customer Success teams to deliver complex solutions.

🏝️ Benefits

• 100% telecommuting allowed.

• Up to 20% travel to client sites, company locations, and industry events.