Account Executive, SMB

Responsibilities

• 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)

Benefits

• Equity for all full-time roles
• Highly rewarding commission plans
• Glassdoor
• 3.2
• Carta is a global ownership management platform that helps companies, investors, and employees manage equity and ownership.
• San Francisco, California, USA
• https://carta.com
• Distribution of Different Job Fields Receiving Sponsorship
• Represents job field similar to this job
• Sales
• Engineering and Development
• Product Management
• Accounting and Finance
• Management and Executive
• Creatives and Design
• Trends of Total Sponsorships
• *2026
• (20)
• 2025
• (33)
• 2024
• (28)
• 2023
• (31)
• 2022
• (13)
• 2021
• (38)
• 2020
• (36)

Qualifications

• 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
• 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
• 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:
• 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
• Proactively utilizing AI to accelerate your own onboarding, run scenario simulations, unpack call outcomes, and receive tactical performance feedback
• Leveraging AI for copywriting and message personalization, enabling you to draft clear, concise outreach and navigate complex founder objections with creative precision
• 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
• 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

Required skills

• , Claude Code, Terret, Chorus, PitchBook, Prompt Engineering, Workflow Automation, Form D, Coachability

Experience

• Mid level