Account Executive, SMB Growth Builder

MasterClass; Austin (TX); Remote; USD 94,000 - 113,000; Full time

Job summary

MasterClass is hiring an Account Executive to build and scale the SMB sales motion for MasterClass at Work, focused on companies up to 2,500 employees. This is a builder role, not a pre-defined playbook.

You will own the full sales cycle from prospecting through close, operate in a high-volume environment, and leverage AI to research accounts and personalize outreach. Equity and comprehensive benefits are included.

Qualifications

• 3+ years of professional sales experience, including 2+ years in quota-carrying software sales.
• Able to own deals from prospecting through close without SDR handoff.
• Comfort with AI-enabled sales tools and experimentation.

Responsibilities

• Build and own your SMB book of business from scratch, identifying the SMB accounts, industries, buyer personas, and use cases with the greatest opportunity for MasterClass at Work.
• Own 100% of pipeline and the full sales cycle — from account research and outbound prospecting through discovery, pitching, negotiation, and close.
• Build a high-volume outbound motion focused on smaller deals and shorter sales cycles, testing targeting, messaging, sequences, and go-to-market approaches.
• Use AI and automation as a core part of your sales workflow to research accounts, personalize outreach, automate repetitive work, and increase the quality and volume of your prospecting.
• Help build the SMB sales playbook, partnering with sales leadership to determine what works, establish the right metrics, and turn successful experiments into repeatable processes for the broader team.

Skills

Sales experience

Quota-carrying software sales

Prospecting

AI proficiency

Hunter mentality

Job description

MasterClass is hiring an Account Executive to build and scale the SMB sales motion for MasterClass at Work, focused on companies up to 2,500 employees. This is a builder role, not a pre-defined playbook.

You will own the full sales cycle from prospecting through close, operate in a high-volume environment, and leverage AI to research accounts and personalize outreach. Equity and comprehensive benefits are included.