Account Executive - SMB

Alma

1d•$136,365 - $145,000•Remote

About The Position

Almaca, Inc. seeks an Account Executive in San Francisco, California to drive revenue growth by owning the entire sales cycle, from qualifying leads to closing deals. The role involves tailoring immigration legal solutions to meet client needs, building and nurturing trusted relationships with clients and key decision-makers across individual, mid-market, and enterprise segments. The Account Executive will be responsible for owning and exceeding individual sales quotas, managing the full sales cycle including prospecting, discovery, solution design, contract negotiation, and closing. This includes developing tailored pitches and proposals, sourcing and qualifying leads through various channels, maintaining an accurate CRM pipeline, and partnering with marketing on lead generation. The position requires serving as a trusted point of contact for decision-makers, driving upsell and expansion opportunities, and collaborating with Sales Engineers, Product, and Legal teams to deliver customized solutions. Additionally, the role involves partnering with Customer Success for smooth onboarding and client satisfaction, providing feedback to Product/Engineering, staying updated on industry trends, and acting as a subject matter expert. The Account Executive will also represent the company at events, log activities in CRM (HubSpot), follow structured sales methodologies (MEDDIC, BANT), and contribute to sales team knowledge sharing. The position requires up to 20% travel and allows for 100% telecommuting, with multiple positions available.

Requirements

Bachelor’s degree (any field) or foreign equivalent, and 2 years of experience in the job offered or a related occupation.
Running a full-cycle B2B sales process (prospecting, discovery, pitching).
Demonstrated quota-carrying track record with evidence of hitting or exceeding revenue targets.
Demonstrated experience applying knowledge of ROI, budgets, and cost drivers in B2B purchasing decisions.
Pipeline management and forecasting using Salesforce or Hubspot CRM tools.
Working with structured sales methodologies including MEDDIC and Bant to keep deals on track.
Experience with sales messaging across industries for startups, mid-market, or enterprise clients.
Experience working with Product, Legal, and Customer Success to deliver complex solutions.

Responsibilities

Drive revenue growth by owning the entire sales cycle, from qualifying leads to closing deals.
Tailor immigration legal solutions to meet client needs.
Build and nurture trusted relationships with clients and key decision-makers, including individual, mid-market and enterprise clients.
Own and exceed individual sales quota through closing new business with individual, mid-market and enterprise clients.
Responsible for full sales cycle, including prospecting, discovery, solution design, contract negotiation, and close.
Develop tailored pitches and proposals that address client needs, ROI, and business outcomes.
Source and qualify leads via outbound prospecting, referrals, networking, and partnerships.
Maintain a robust and accurate pipeline in CRM, forecasting revenue with precision.
Partner with marketing on lead generation campaigns and follow-up.
Serve as the trusted point of contact for decision-makers (CFOs, HR leaders, mobility managers, etc.).
Drive upsell and expansion opportunities within existing accounts.
Work closely with Sales Engineers, Product, and Legal teams to deliver customized solutions.
Partner with Customer Success to ensure smooth onboarding and client satisfaction post-sale.
Provide structured feedback to Product/Engineering on client needs and market trends.
Stay up to date on industry trends, competitor offerings, and regulatory changes.
Act as a subject matter expert during client conversations, educating stakeholders on best practices.
Represent the company at events, conferences, and networking opportunities to strengthen brand presence.
Consistently log activities, track metrics, and update CRM (HubSpot, etc.).
Follow structured sales methodologies (i.e. MEDDIC, BANT) to drive repeatable success.
Contribute to playbooks, case studies, and knowledge-sharing across the sales team.