SMB Account Executive (AE)

Role: SMB Account Executive (AE)

FLSA: Full Time | Exempt | Salaried | Remote (US)

Reports to: Director of Sales

Trustwell is looking for ambitious, energetic problem-solvers who enjoy a fast-paced team environment filled with challenges and career growth opportunities in a rapidly growing tech firm. Successful Account Executives are energized by winning new logos and selling into new markets. They have the heart of a servant and always act with integrity and commitment toward a common goal of excellence. Read on to discover how to pursue career opportunities with us. Trustwell offers, great pay, great benefits, and a great place to work.    

At Trustwell, our recipe for success is YOU! You’ll play a key role in driving significant progress in food safety and compliance. Our aim is not just to meet industry standards but to set them. We promote an open and dynamic work environment that prioritizes transparency and continuous improvement. Every team member is trusted and empowered to deliver outstanding results that both inform and protect customers. We work diligently alongside our customers to advance the food industry, forming meaningful connections and supporting each other along the way. We celebrate opportunities for growth, take on new challenges, and accomplish remarkable things together, all in service of others.

Our Core Values:

• Pursuit of Excellence - We are dedicated to the pursuit of excellence, constantly seeking new ways to set the standard in the food industry. Team members are encouraged to innovate and contribute to industry-leading practices that ensure the highest level of safety for customers.
• Team Empowerment - We believe in empowering our team to take ownership through a collaborative, supportive community. With the right tools and autonomy, our team members are equipped to lead the charge within the food industry, while achieving significant growth and success.
• Integrity & Transparency - At Trustwell, we uphold integrity and transparency in everything we do. We are committed to honesty, openness, and accountability, ensuring clear communication and ethical decision-making to build trust with our customers, partners, and employees.
• Innovation & Continuous Improvement - Our commitment to growth means we continuously evaluate and refine our processes to enhance efficiency, effectiveness, and quality. By embracing change and encouraging creativity, we strive to deliver exceptional solutions that meet the evolving needs of our customers.

Position Overview: The Account Executive (AE) is responsible for cultivating and closing new logos/relationships, specifically within our Genesis R&D SAAS software Suite of products and services for Food manufacturing, Food Service, and Supplement Manufacturing market. The SE is responsible for creating new pipeline and efficiently moving prospective customers through the opportunity stages to a successful close. The AE is also responsible for developing and fostering strong positive relationships with prospects and customers and serving as a good representative for the company. The role ultimately will drive the success of the company's new bookings goals and objectives through achieving individual sales quotas in designated territories.         

Essential Duties & Responsibilities including but not limited to:

• Proactively identify, research, and engage potential SMB customers through outbound prospecting and tailored outreach strategies
• Design and execute multi-touch prospecting campaigns using tools such as Salesloft, ZoomInfo, and LinkedIn Sales Navigator to drive consistent pipeline generation
• Deliver compelling sales presentations and clearly articulate the value of the company’s products and services to prospective customers
• Respond to and qualify inbound leads, guiding them through the sales process with professionalism and urgency to drive timely conversions
• Expand the customer base by acquiring new business and consistently meeting or exceeding monthly and quarterly sales targets
• Skillfully navigate customer objections and concerns by demonstrating in-depth product knowledge and strong value alignment
• Conduct live product demonstrations, adapting messaging to match the unique needs of small and mid-sized businesses
• Maintain timely and accurate records of all sales activities, lead interactions, and pipeline status in Salesforce
• Execute assigned tasks and follow-ups with a high degree of accountability, urgency, and attention to detail
• Demonstrate relentless follow-through on all leads and opportunities to maximize conversion rates and pipeline velocity
• Other duties as needed

Required Skills:   

• Demonstrated success in consistently achieving or surpassing sales quotas and performance targets
• Exceptional communication, negotiation, and interpersonal skills, with the ability to influence senior-level stakeholders
• Proficient in CRM platforms such as Salesforce and HubSpot for pipeline management, forecasting, and customer engagement
• Proven ability to manage a high volume of opportunities within a fast-paced, performance-driven environment
• Highly self-motivated, organized, and results-oriented, with a strong sense of ownership and accountability
• Excellent verbal and written communication skills, with the ability to convey complex concepts clearly and confidently
• Experienced in prospecting and selling software solutions into new and emerging markets
• Skilled in leveraging sales enablement technologies such as LinkedIn Sales Navigator, ZoomInfo, and SalesLoft to optimize outreach strategies
• Strong relationship-building and negotiation capabilities, with a focus on developing trust and long-term partnerships with buyers
• Collaborative team player with the ability to meet deadlines and contribute effectively within a high-performing sales organization
• Capable of operating independently and productively in a remote work environment, with strong time management and prioritization skills

Experience & Qualifications   

• Bachelor’s Degree in Business, Management, or similar; required. 
• 3+ years of experience in B2B SaaS sales, preferably in the SMB market
• Experience and proficiency in Salesforce, SalesLoft, and ZoomInfo, preferred.  
• Familiarity with consultative or solution-based selling
• Background in working with startups or high-growth companies

How to Stand Out   

• Background in food & beverage, nutrition, regulatory compliance, and/or related industry   
• Track record of success creating/closing new business opportunities to meet or exceed quota   
• Experience with Salesforce CRM software   
• Knowledge of SAAS software sales and APIs   

Total Rewards Package:  

• Full healthcare benefits, including medical, dental, and vision. 
• Supplemental benefits, including STD, LTD, HSA, 401k, etc.
• Responsible Time Off (PTO) + Holiday Pay
• Excellent culture, growth opportunities, plus much more...

What to expect - the Hiring Process!  

• Interview with Human Resources
• Interview with Director of Sales & Chief Revenue Officer
• Peer Panel Interview
• Offer of Employment (Background Screening/References) 

Hiring Eligibility: This is a fully remote position open to candidates located anywhere within the United States. Eligibility to work remotely is subject to company policy and applicable state laws. Candidates must have work authorization to work for any U.S. based employer. Please note that certain benefits, taxes, or employment terms may vary by state.  

The compensation for this role is based on several factors, including the candidate's experience, education, skills, and alignment with the responsibilities outlined for the role. The total compensation will include a competitive base + variable, up to an on-target earning (OTE) of $185k+. 

To learn more about the culture & employee experience at Trustwell, check out our LinkedIn or GlassDoor!