Account Executive, SMB

Carta•New York, NY

30d•Onsite

About The Position

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. 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.

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.
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.
Comfort with AI, specifically Claude Code and related frameworks.

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).
Actively leverage AI—specifically demonstrating comfort with Claude Code and related frameworks—to optimize your workflow, showing mastery across strategic prospecting, on-demand coaching & growth, tailored client communications, admin automation & organization, and improved velocity & efficiency.
Use 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.
Proactively utilize AI to accelerate your own onboarding, run scenario simulations, unpack call outcomes, and receive tactical performance feedback.
Leverage AI for copywriting and message personalization, enabling you to draft clear, concise outreach and navigate complex founder objections with creative precision.
Employ 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.
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.