Account Executive, SMB

About the role

Account Executive, SMB The Company You’ll Join Carta is the connected platform and AI-native ecosystem for private capital. Built to replace fragmented tools with a single system of record, Carta brings together the software, services, and legal infrastructure that founders use to manage equity, fund managers use to run administration and reporting, and legal teams use to close transactions. Trusted by 55,000 companies and 1.8M+ equity holders in 160+ countries, and 10,000 funds and SPVs representing $250B+ in assets under management, Carta is transforming how private capital operates. Recognized by Fortune, Forbes, Fast Company, Inc. and Great Places to Work. For more information about our offices and culture, check out our Carta careers page. The Team You'll Work With This role is on the SMB sales team within the Private Corporations business unit. You will join a team of account executives to sell to our early-stage companies, typically Series A and earlier. As an E3 Account Executive, your focus will be on individual execution, personal velocity, and hitting quota while scaling your career trajectory. The Problems You'll Solve The SMB segment has grown tremendously over the last 12 months. We must continue winning early-stage companies and making them lifelong customers. To do so, we need to capture companies at their incorporation and support them as their cap table needs change and their compliance requirements become more complex. Some of the problems you'll help us solve are: - 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 our CRM tools (Salesforce, Terret).. The Impact You'll Have As an Account Executive at Carta, you'll 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. About You We are looking for someone hungry to grow, coachable enough to listen, and resilient enough to handle a fast-paced ramp. You should be deeply curious about solving founder problems, entirely accountable for your results, and humble enough to ask for help when you need it. Desired Traits & Competencies: - Execution Hunger & Drive: You possess a strong quota mentality, competitive fire, and strict pipeline discipline. - Coachability: You receive critical feedback well, drop the ego, and adjust your behavior quickly to continuously build your skills. - Resilience & Grit: You possess the mental toughness to handle repeated rejection, stay motivated during slow cycles, and view setbacks as learning opportunities. - Ownership & Accountability: You take full responsibility for your outcomes, own your mistakes, and focus on driving solutions rather than blaming external factors like territory or market conditions. - System Literacy: You have a strong baseline comfort learning modern sales systems like Salesforce, Terret, Chorus and Pitchbook. - Curiosity & Domain Interest: You are genuinely interested in the startup/founder ecosystem and want to understand product-adjacent concepts like cap tables and equity. - Communication Clarity: You are a transparent, concise, and direct communicator who proactively updates leadership on blockers. AI Competency & Efficiency At Carta, we look for modern sales professionals who view artificial intelligence as a core lever for scaling their impact. You will actively leverage AI—specifically demonstrating comfort with Claude Code and related frameworks—to optimize your workflow, showing mastery across the following dimensions: - Strategic Prospecting: Using AI to efficiently tier your account book, uncover new startup leads by querying datasets (Salesforce, Pitchbook, Form D), and systematically track your book on an ongoing basis. - On-Demand Coaching & Growth: Proactively utilizing AI to accelerate your own onboarding, run scenario simulations, unpack call outcomes, and receive tactical performance feedback. - Tailored Client Communications: Leveraging AI for copywriting and message personalization, enabling you to draft clear, concise outreach and navigate complex founder objections with creative precision. - Admin Automation & Organization: Employing AI to synthesize meeting notes, organize daily workflows, clean data records, and eliminate friction from manual admin tasks to protect your high-velocity selling time. - Improved Velocity & Efficiency: Actively demonstrating an AI-forward mindset where prompt engineering and workflow automation are used to maximize daily output, ensuring a fast ramp to full quota. What We Will Train You On You do not need to be a fintech or equity expert on day one! We explicitly hire for potential and growth mindset. We will fully train and support you on: - Deep fintech knowledge and equity administration basics like Cap Tables, CTC, QSBS, and Equity Advisory.. - The MEDDIC sales qualification framework. - Advanced CRM environments and specialized tools like Salesforce, Terret, and Outreach. - SMB territory knowledge and market mapping. - Note: We are looking for an individual contributor execution focus—previous mentoring or team scaling leadership is not required. Salary &...

Key responsibilities

• check_circleCollaborate with the team on day-to-day project tasks
• check_circleLearn tools and processes used by the organization
• check_circleDocument work and participate in team meetings
• check_circleSupport quality checks and continuous improvement

Requirements

• check_circleConsistent Quota Attainment: Develop a comprehensive sales strategy and sales plan that ensures consistent achievement of quota.
• check_circleHigh-Velocity Execution: Efficiently manage a fast-paced sales cycle to sustainably close 20–25 deals/contracts per month.
• check_circleOutbound Prospecting: Prospect, qualify, and build a robust pipeline of potential SMB clients using a systematic, high-volume approach.
• check_circleDeal Management: Handle contract discussions, proactively address objections, develop pricing proposals, and finalize sales agreements.
• check_circleCustomer Insights: Deeply understand customer needs and requirements, surfacing key findings back to the broader Carta team.
• check_circlePipeline Hygiene: Maintain clean, accurate records of interactions, deals, and progress within our CRM tools (Salesforce, Terret)..
• check_circleExecution Hunger & Drive: You possess a strong quota mentality, competitive fire, and strict pipeline discipline.
• check_circleCoachability: You receive critical feedback well, drop the ego, and adjust your behavior quickly to continuously build your skills.
• check_circleResilience & Grit: You possess the mental toughness to handle repeated rejection, stay motivated during slow cycles, and view setbacks as learning opportunities.
• check_circleOwnership & Accountability: You take full responsibility for your outcomes, own your mistakes, and focus on driving solutions rather than blaming external factors like territory or market conditions.
• check_circleSystem Literacy: You have a strong baseline comfort learning modern sales systems like Salesforce, Terret, Chorus and Pitchbook.
• check_circleCuriosity & Domain Interest: You are genuinely interested in the startup/founder ecosystem and want to understand product-adjacent concepts like cap tables and equity.

Skills & keywords

Benefits & perks

• check_circleMentorship
• check_circleCertificate of completion
• check_circleFlexible work arrangement where applicable