AI-Powered SMB Account Executive

Salesforce; Madison (WI); On-site; USD 99,500 - 189,350; Full time

Job summary

Salesforce seeks an SMB Account Executive to own the full sales cycle for inbound and outbound SMB opportunities. You will develop strategic plans, conduct deep discovery, and close deals while building a robust pipeline across marketing and sales teams.

You will leverage experience in SaaS, AI/MarTech tools, and MEDDPICC-like approaches to exceed quotas in a fast-growing environment.

Qualifications

• 1–2+ years of full-cycle B2B SaaS sales experience with a track record of meeting or exceeding quota.
• Experience selling SaaS solutions to SMB or Mid‑Market organizations is preferred.
• Bachelor's Degree or higher.
• Exposure to MarTech, SalesTech, RevTech, or AI software is a plus.
• Demonstrated success prospecting and generating your own pipeline.
• Strong discovery skills with the ability to understand business challenges and articulate business value.
• A consultative sales approach with the desire to continuously develop your sales craft.
• Excellent communication, presentation, and relationship‑building skills.
• Coachable, competitive, and motivated by achieving ambitious goals.
• Thrives in a fast‑paced, high‑growth startup environment.
• Experience with Salesforce, Outreach, ZoomInfo, Gong, Zoom, or similar sales technologies is preferred.
• Familiarity with MEDDPICC, MEDDIC, Challenger, or other sales methodologies is a plus—but not required.

Responsibilities

• Own the full sales cycle from outbound prospecting through close for SMB customers.
• Conduct thoughtful discovery to understand customer challenges and position Qualified as a strategic solution.
• Prospect, qualify, and close new business opportunities within the SMB segment (typically companies from 150 to 300 employees).
• Build and maintain a healthy pipeline through outbound activity, inbound leads, and partner collaboration.
• Partner with Sales Engineering, Marketing, Customer Success, and Product to deliver a best-in-class buying experience.
• Become an expert on Qualified's platform, AI capabilities, and competitive landscape.
• Develop trusted relationships with marketing, sales, and revenue leaders while guiding them through the evaluation process.
• Consistently meet or exceed monthly and quarterly pipeline and revenue goals.

Skills

Full-cycle B2B SaaS sales

Quota attainment

Prospecting

Discovery

Pipeline management

CRM experience

MarTech familiarity

Sales methodologies

Education

Bachelor's Degree

Tools

Salesforce

Outreach

ZoomInfo

Gong

Zoom

Job description

Salesforce seeks an SMB Account Executive to own the full sales cycle for inbound and outbound SMB opportunities. You will develop strategic plans, conduct deep discovery, and close deals while building a robust pipeline across marketing and sales teams.

You will leverage experience in SaaS, AI/MarTech tools, and MEDDPICC-like approaches to exceed quotas in a fast-growing environment.