Account Executive, SMB

impact.com; Santa Barbara (CA); Hybrid; USD 150,000 - 190,000; Full time

Benefits offered by this job

Medical, Dental, and Vision insurance

Flexible spending accounts and 401(k)

Catered lunch every Thursday

Health and Wellness benefits

Parental leave policy

Technology stipend for home office setup

Job summary

Impact.com is seeking an experienced Account Executive to join their North America team in Santa Barbara. This role demands a dynamic sales person who can manage the sales process with prospective customers in a highly rewarding industry. You will be responsible for driving product sales and managing relationships to hit revenue targets.

Applicants should have a bachelor’s degree, at least 2 years of SaaS closing experience, and skills in consultative selling. The compensation ranges from $150K to $190K OTE, including commission and RSUs.

Qualifications

• Bachelor's degree or equivalent experience.
• Ideally 2+ years of closing experience within SaaS.
• Must have strong communication and networking skills.

Responsibilities

• Drive sales process with prospective customers.
• Generate pipeline by sourcing opportunities.
• Prepare and deliver value-based presentations.
• Answer prospects’ questions about the product.
• Drive the process from prospect to signed contract.

Skills

Consultative skills

Analytical skills

Strong communication

Problem-solving

Networking

Presentation skills

MEDDPICC or similar sales methodology

Education

Bachelor's degree or equivalent experience

Tools

Salesforce (SFDC)

Job description

About Impact.com

impact.com is the world’s leading commerce partnership marketing platform, transforming the way businesses grow by enabling them to discover, manage, and scale partnerships across the entire customer journey. From affiliates and influencers to content publishers, brand ambassadors, and customer advocates, impact.com empowers brands to drive trusted, performance‑based growth through authentic relationships. Its award‑winning products—Performance (affiliate), Creator (influencer), and Advocate (customer referral)—unify every type of partner into one integrated platform. Over 5,000 global brands, including Walmart, Uber, Shopify, Lenovo, L’Oréal, and Fanatics, rely on impact.com to power more than 225,000 partnerships that deliver measurable business results.

Your role at Impact.com

We are growing our sales organization to accommodate the increasing demand for our solution. We are looking for an experienced and dynamic sales person to join our North America team! You will have the opportunity to grow rapidly and gain exposure to new marketing technologies as we progress. As an Account Executive, SMB, you will be responsible for driving the sales process with prospective customers. Strong consultative and analytical skills are important for successful navigation from solution demo, the definition of the scope and final contract. Be the face and name of Impact to some of the most well‑known brands worldwide.

What You'll Do

• Sell the product to the appropriate accounts and manage towards hitting a pre‑set revenue target
• Generate pipeline by proactively sourcing opportunities within the designated territory
• Prepare & deliver world‑class demos and value‑based presentations
• Answer prospects’ questions about product value, uses, integrations, and implementation
• Proactively drive the process with a prospective client from initial prospecting to a signed contract and internal handoff
• Drive active engagement by all internal and external stakeholders necessary to close a deal
• Update SFDC daily with all relevant details needed to reflect business reality

What You Bring

• Bachelor’s degree or equivalent experience
• Ideally 2+ years of closing experience, within SaaS
• Must be a true hunter!
• Must be willing to work out of the NYC or Santa Barbara office 3x a week, at the minimum
• Independent person with the desire to excel in a competitive and highly rewarding industry
• Strong communication, effective problem‑solving, networking and presentation skills
• Proven track record of building territories and addressing client needs
• MUST HAVE knowledge of MEDDPICC or similar sales methodology
• Experience handling objections at multiple levels of enterprise organizations

Salary Range

$150‑$190K OTE potential total on target earnings (base + commission) per year, plus eligibility to receive Restricted Stock Unit (RSU) grant. The Company reserves the right to modify this pay range at any time.

Benefits and Perks

• Medical, Dental, and Vision insurance
• Office‑only catered lunch every Thursday, a healthy snack bar, and great coffee to keep you fueled
• Flexible spending accounts and 401(k)
• Flexible Working: Our Responsible PTO policy means you can take the time off you need to rest and recharge. We're committed to a positive work‑life balance and provide a flexible environment that allows you to be happy and fulfilled in both your career and your personal life.
• Health and Wellness: Your well‑being is a priority. Our mental health and wellness benefit includes up to 12 fully covered therapy/coaching sessions per year, with additional dependent coverage. We also offer a monthly gym reimbursement policy to support your physical health.
• A Stake in Our Growth: We offer Restricted Stock Units (RSUs) as part of our total compensation, giving you a stake in the company's growth with a 3‑year vesting schedule, pending Board approval.
• Investing in Your Growth: We’re committed to your continuous learning. Take advantage of our free Coursera subscription and our PXA courses.
• Parental Support: We offer a generous parental leave policy, 26 weeks of fully paid leave for the primary caregiver and 13 weeks fully paid leave for the secondary caregiver.
• Technology Financial Support: We provide a technology stipend to help you set up your home office and a monthly allowance to cover your internet expenses.

Equal Employment Opportunity

Impact.com is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, colour, ethnicity, religion, creed, national origin, ancestry, genetics, sex, pregnancy or childbirth, sexual orientation, gender (including gender identity or non‑binary or nonconformity and/or status as a trans individual), age, physical or mental disability, citizenship, marital, parental and/or familial status, past, current or prospective service in the uniformed services, or any characteristic protected under applicable law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you have a disability or special need that requires accommodation, please let us know.