Account Executive, SMB

Carta•New York City, NY

1d•Remote

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 Private capital markets need a comprehensive software solution to replace outdated spreadsheets and fragmented service providers.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. 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.

Requirements

You possess a strong quota mentality, competitive fire, and strict pipeline discipline.
You receive critical feedback well, drop the ego, and adjust your behavior quickly to continuously build your skills.
You possess the mental toughness to handle repeated rejection, stay motivated during slow cycles, and view setbacks as learning opportunities.
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.
You have a strong baseline comfort learning modern sales systems like Salesforce, Terret, Chorus and Pitchbook.
You are genuinely interested in the startup/founder ecosystem and want to understand product-adjacent concepts like cap tables and equity.
You are a transparent, concise, and direct communicator who proactively updates leadership on blockers.
You view artificial intelligence as a core lever for scaling your 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, On-Demand Coaching & Growth, Tailored Client Communications, Admin Automation & Organization, Improved Velocity & Efficiency.
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.

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).