Small & Medium Business (SMB) Account Executive

Title: Small & Medium Business (SMB) Account Executive
Payroll Title: Account Executive - SMB
Division & Department: Enterprise Sales
Status: Full-Time Exempt
Reports to: Enterprise Sales Manager
Location: Remote – Anywhere in the contiguous United States
Compensation:  Anticipated compensation for this position is $115-130k OTE split 50/50 between base/commission

Job Summary
The Small & Medium Business (SMB) Account Executive is responsible for driving new business development with small & medium business accounts—organizations with less than 500 employees. This role focuses on identifying potential clients, managing the sales process, and closing deals to meet and exceed revenue targets. The SMB Account Executive will play a critical role in expanding our client base and establishing long-term relationships with key decision-makers in growing companies.

Essential Job Functions

• Lead Generation: Identify and target potential SMB clients through various lead generation strategies, including networking, referrals, and market research.
• Sales Process Management: Drive the entire sales cycle from initial contact through to closing, ensuring alignment with client needs and company objectives.
• Client Engagement: Develop and nurture relationships with key stakeholders and decision-makers within SMB accounts to understand their needs and present tailored solutions.
• Solution Presentation: Demonstrate the value of our products or services through effective presentations and proposals, addressing client-specific challenges and opportunities.
• Market Intelligence: Stay informed about industry trends, competitive landscape, and emerging opportunities to enhance sales strategies and approach.
• Collaboration: Work closely with internal teams, such as marketing, product management, and customer support, to ensure a seamless client experience and effective solution delivery.
• Reporting and Documentation: Maintain accurate records of sales activities, pipeline status, and forecasts using CRM systems, providing regular updates and insights to management.

Basic Qualifications

• Bachelor’s or advanced degree in Business Administration, Marketing, or a directly related field.
• 1+ years of B2B sales experience.

Preferred Skills & Experience

• 3+ years of experience focused on acquiring and managing SMB accounts.
• Proven track record of meeting or exceeding sales targets and closing deals within the SMB segment.
• Strong understanding of sales processes, methodologies, and best practices.
• Excellent communication, negotiation, and presentation skills.
• Ability to build and maintain strong relationships with key decision-makers.
• Experience in subscription, SaaS, professional services, or learning and development.
• Proficiency with CRM software (e.g., Salesforce) and sales analytics tools.
• Strong problem-solving skills with a strategic mindset and the ability to adapt to evolving market conditions.
• Demonstrated success in managing multiple accounts and projects simultaneously.
• Ability to work independently and as part of a team in a fast-paced environment.

Benefits include medical, dental, and vision insurance, HSA, employee stock purchasing program, 401(k), paid time off, holiday pay, and more. Please visit https://franklincoveybenefits.com/ for details.

*Actual offer may be outside of this prediction and will be determined by education, experience, knowledge, skills, and abilities, as well as geographic location, internal equity and alignment with market data.

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