Account Executive, SMB

Carta•New York, NY

9d•Onsite

About The Position

Carta connects founders, investors, and limited partners through world-class software, purpose-built for everyone in venture capital, private equity and private credit. Trusted by 65,000+ companies in 160+ countries, Carta’s platform of software and services lays the groundwork so you can build, invest, and scale with confidence. Carta’s Fund Administration platform supports 9,000+ funds and SPVs, representing nearly $185B in assets under management, with tools designed to enhance the strategic impact of fund CFOs. Recognized by Fortune, Forbes, Fast Company, Inc. and Great Places to Work, Carta is shaping the future of private market infrastructure. Together, Carta is creating the end-to-end ERP platform for private markets. Traditional ERP solutions don’t work for Private Funds. Private capital markets need a comprehensive software solution to replace outdated spreadsheets and fragmented service providers. Carta’s software for the Office of the Fund CFO does just that - it’s a new category of software to make private markets look more like public markets - a connected ERP for private capital. For more information about our offices and culture, check out our Carta careers page.

Requirements

Hungry to grow, coachable enough to listen, and resilient enough to handle a fast-paced ramp.
Deeply curious about solving founder problems, entirely accountable for your results, and humble enough to ask for help when you need it.
Strong quota mentality, competitive fire, and strict pipeline discipline.
Receive critical feedback well, drop the ego, and adjust your behavior quickly to continuously build your skills.
Mental toughness to handle repeated rejection, stay motivated during slow cycles, and view setbacks as learning opportunities.
Take full responsibility for your outcomes, own your mistakes, and focus on driving solutions rather than blaming external factors like territory or market conditions.
Strong baseline comfort learning modern sales systems like Salesforce, Terret, Chorus and Pitchbook.
Genuinely interested in the startup/founder ecosystem and want to understand product-adjacent concepts like cap tables and equity.
Transparent, concise, and direct communicator who proactively updates leadership on blockers.
View artificial intelligence as a core lever for scaling their impact.
Individual contributor execution focus—previous mentoring or team scaling leadership is not required.

Nice To Haves

Previous mentoring or team scaling leadership is not required.

Responsibilities

Develop a comprehensive sales strategy and sales plan that ensures 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 our CRM tools (Salesforce, Terret).
Introduce early-stage companies and venture-backed founders to our best-in-class software platform.
Help them streamline their equity management, stay compliant, and unlock liquidity in the private markets, setting them up for long-term operational success.
Actively leverage AI—specifically demonstrating comfort with Claude Code and related frameworks—to optimize your workflow, showing mastery across the following dimensions: Strategic Prospecting, On-Demand Coaching & Growth, Tailored Client Communications, Admin Automation & Organization, Improved Velocity & Efficiency.