SMB Account Executive

Roc Search; San Francisco (CA); On-site; USD 90,000 - 150,000; Full time

Benefits offered by this job

Competitive base salary

Uncapped commission

Equity

Job summary

Roc Search in San Francisco is partnering with a venture-backed B2B SaaS startup to hire an SMB Account Executive. You will own the full sales cycle for SMB customers, from discovery to close, working closely with SDRs, Marketing, Customer Success, and Product to drive revenue growth.

Ideal candidates have 2–5+ years in B2B SaaS sales, a proven quota track record, excellent discovery and closing skills, and comfort thriving in a fast-moving startup environment.

Qualifications

• 2–5+ years of B2B SaaS sales experience.
• Experience owning a full sales cycle and closing new business.
• Proven history of meeting or exceeding quota.

Responsibilities

• Manage the full sales cycle from discovery through close for SMB customers.
• Qualify inbound leads while proactively generating pipeline through outbound prospecting.
• Conduct discovery calls, product demonstrations, and commercial negotiations.
• Build relationships with business owners and key decision-makers.
• Consistently exceed monthly, quarterly, and annual sales targets.
• Maintain accurate opportunity tracking and forecasting within Salesforce or a similar CRM.
• Partner closely with SDRs, Marketing, Customer Success, and Product teams to deliver an exceptional customer experience.
• Provide customer insights that help improve messaging, product positioning, and GTM strategy.

Skills

Full sales cycle

Quota attainment

Discovery & closing

CRM & forecasting

Communication skills

Tools

Salesforce

CRM forecasting

Job description

Experience: 2–5+ Years

About the Role

We're partnering with a fast-growing, venture-backed B2B SaaS startup looking to hire an SMB Account Executive to help scale its customer acquisition efforts. This is an excellent opportunity for a motivated sales professional who enjoys fast-paced environments, thrives on closing business, and wants to make a meaningful impact at an early-stage company.

You’ll own the full sales cycle for Small and Medium Business customers while working closely with Sales Leadership, SDRs, Marketing, and Customer Success to drive consistent revenue growth.

What You’ll Do

• Manage the full sales cycle from discovery through close for SMB customers.
• Qualify inbound leads while proactively generating pipeline through outbound prospecting.
• Conduct discovery calls, product demonstrations, and commercial negotiations.
• Build relationships with business owners and key decision-makers.
• Consistently exceed monthly, quarterly, and annual sales targets.
• Maintain accurate opportunity tracking and forecasting within Salesforce or a similar CRM.
• Partner closely with SDRs, Marketing, Customer Success, and Product teams to deliver an exceptional customer experience.
• Provide customer insights that help improve messaging, product positioning, and GTM strategy.

What We’re Looking For

Required Qualifications

• 2–5+ years of B2B SaaS sales experience.
• Experience owning a full sales cycle and closing new business.
• Proven history of meeting or exceeding quota.
• Strong discovery, presentation, objection handling, and closing skills.
• Excellent communication, organization, and time management skills.
• Comfortable working in a fast-moving startup environment.

Preferred Qualifications

• Experience working at Seed, Series A, or Series B startups.
• Experience selling into SMB customers.
• Comfortable balancing inbound opportunities with outbound prospecting.
• Experience with high-velocity sales environments and shorter sales cycles.
• History of promotions, President's Club recognition, or top-performer awards.

What Success Looks Like

• Consistently exceeds quota while maintaining a strong pipeline.
• Effectively manages a high volume of opportunities across multiple sales stages.
• Delivers a best-in-class buying experience for prospective customers.
• Maintains accurate CRM data and reliable sales forecasts.
• Demonstrates a proactive, team-first mindset while contributing ideas to improve the sales process.
• Shows the potential to grow into Mid-Market or Enterprise Account Executive roles as the company scales.

Why Join

• Join a high-growth, venture-backed startup during an exciting stage of expansion.
• Work alongside experienced founders and GTM leaders.
• Competitive base salary, uncapped commission, and meaningful equity.
• Clear career progression into Mid-Market and Enterprise Account Executive roles.
• Collaborative, entrepreneurial culture where individual contributions have a direct impact on company growth.

Ideal Background

• We're looking for candidates who have built their careers in high-growth B2B SaaS environments, particularly at Seed through Series B startups. Experience selling software across industries such as AI, Cybersecurity, DevTools, Infrastructure, Data, HR Tech, MarTech, or Vertical SaaS is highly valued. Candidates who are naturally competitive, coachable, and motivated by achieving ambitious sales goals will thrive in this role.