SMB Account Executive

RyeStrategy LLC; United States; Remote; USD 75,000 - 80,000; Full time

Benefits offered by this job

Company-provided laptop

Home office wellness stipend

Job summary

RyeStrategy LLC in the United States is seeking an Account Executive who will own the full sales cycle from first conversation to close, selling sustainability services to SMBs and supplier networks. You will build and manage inbound/outbound pipelines, nurture relationships, and collaborate with Client Services to scope engagements.

Remote role with occasional in-person events, travel up to 10%, and a base salary of $75K–$80K plus OTE of $150K–$160K.

Qualifications

• 2+ years of B2B sales experience in services, consulting, sustainability, or SaaS.
• Proven track record of meeting or exceeding a new business quota.
• Formal sales training with core techniques such as discovery, qualification, follow-up, and closing.
• Full inbound and outbound sales cycle experience using a CRM.
• Disciplined, self-directed prospecting and weekly planning.
• Experience selling to SMB executives and enterprise leaders.
• Willingness to travel up to 10%.

Responsibilities

• Own full sales cycle from first conversation to close.
• Build and manage inbound and outbound pipeline.
• Nurture and advance opportunities across the sales funnel.
• Collaborate with Client Services to scope engagements.
• Represent RyeStrategy at conferences and events.

Skills

B2B sales

Quota achievement

CRM experience

Prospecting & follow-up

SMB & enterprise outreach

Communication skills

Tools

HubSpot

Salesforce

Job description

At RyeStrategy, we’re on a mission to drive meaningful action in the fight against climate change. We help small and medium-sized businesses and leading enterprises like Salesforce and Atlassian turn sustainability goals into measurable progress. Our work spans carbon accounting, reduction strategies, reporting, and supplier engagement, including helping suppliers strengthen their sustainability practices, meet customer expectations, and better position their businesses to win RFPs.

We're known for white-glove service. Our team and software make carbon management easy and affordable, from footprinting and mitigation strategies to offset portfolios and sustainability reporting. For many of our clients, the first person they get to know at RyeStrategy is on our sales team, and this role is that person.

We're hiring an Account Executive to grow new business with SMBs and the suppliers of our enterprise partners. Join us and make a tangible impact on the future of sustainability, one relationship at a time.

Learn more about us on our website and LinkedIn.

About the Role:

We're looking for a disciplined, people-focused sales professional with a passion for sustainability. As our Account Executive, you'll own the full sales cycle for new business from first conversation to close. You'll report directly to our Head of Sales & GTM and work closely with our CEO and Client Services team.

Your pipeline will come from several places: warm inbound leads, referrals from our enterprise supplier programs, and opportunities already in our CRM that need nurturing. You'll also build your own pipeline through outbound prospecting, events, and your network. Success in this role requires a proactive, consistent approach to managing opportunities across the entire sales pipeline: nurturing existing relationships, identifying new prospects, building targeted lists, following up on webinar and event leads, and executing outreach campaigns that generate meaningful conversations. You won't be expected to come up with every idea on your own. We brainstorm together, and we need someone who takes an idea and runs with it.

Many of the people you'll talk to are suppliers whose large customers have asked them to report their emissions. For some, the request came at the last minute or wasn't on their radar at all, and it can feel intimidating. Your job is to turn that into a positive, helpful experience: understand their situation, explain how we can help, and leave them feeling supported rather than pitched. You’ll sell our services and vision with confidence, authenticity, and honesty, bringing in Client Services when you need help scoping an engagement to the client’s needs.

Required Qualifications (Must-Haves)

• 2+ years of B2B sales experience in services, consulting, sustainability, or SaaS.
• A track record of meeting or exceeding a new business quota, including deals you sourced and closed yourself.
• Formal sales training from a previous role, and confidence applying core sales techniques such as discovery, qualification, follow-up, and closing. No specific methodology is required.
• Full inbound and outbound sales cycle experience, using a CRM (e.g., HubSpot, Salesforce) to track all deals and sales activity.
• A track record of disciplined, self-directed prospecting and follow-up: planning your own week, building lists when the pipeline is thin, and following through on every lead.
• Demonstrated ability to interact with and sell to SMB executive leadership as well as enterprise sustainability and procurement leaders.
• Patience and empathy in guiding customers who are new to a service or skeptical of it, meeting them where they are and helping them see its value.
• Experience developing and maintaining multi-year customer relationships.
• Willingness to travel up to 10% for conferences, events, and client meetings.

Preferred Qualifications (Nice-to-Haves)

• Familiarity with GHG accounting and emissions reporting (Scopes 1, 2, and 3), or with sustainability programs such as EcoVadis, CDP, or the Science Based Targets initiative (SBTi).
• Experience selling to small businesses or helping customers adopt something they were required to do, such as compliance, safety or onboarding program s.
• Experience selling through partner, referral, or supplier engagement programs.
• Experience with HubSpot.

To be successful in this role, you should be:

• People-focused and genuine. You care about the people you sell to more than the commission check, and prospects come away feeling like they now have a partner they can truly trust, not a seller to avoid.
• Curious about their business. You ask good questions to understand each prospect’s situation before suggesting a solution, especially when sustainability is new to them.
• Disciplined and internally driven. You take your metrics and quota seriously, keep a consistent routine, and don't need someone else to fill your calendar.
• Honest about what we can deliver. You sell the vision without overpromising, and you check with the team when scope is unclear.
• Coachable and collaborative. You're open to feedback, enjoy brainstorming with the team, and turn ideas into action quickly.
• Willing to iterate. When a deal is lost or an approach isn't working, you figure out what to change and try again.
• An independent, critical thinker who brings your own judgment to every situation.
• Passionate about sustainability and motivated to drive meaningful environmental change within the corporate sector.
• Entrepreneurial in spirit, excited about startups and eager to play a pivotal role in a growing organization.
• An excellent communicator, with strong skills in written, verbal, and visual formats.
• Curious and quick to learn, open to leveraging AI in ways that optimize your work, and able to thrive in a fast-paced and sometimes ambiguous environment.
• Warm and professional, r epresenting yourself and RyeStrategy well with prospects, clients, and partners.

Role Specifics:

• Full-time, salaried position, with commission
• Remote, with regular in-person sales events, meetings, and activities (travel up to 10%)
• $75K-$80K base / year, depending on previous experience
• OTE: $150K - $160K
• Company-provided laptop and essential software/tools
• Monthly stipend to assist with personal wellness or home office expenses
• Must be based in the United States
• Full professional proficiency or native/bilingual proficiency in English
• Join a mission-driven startup with opportunities to grow as the company expands.

Goals & Expectations for Success in This Role

• Keep a consistent weekly prospecting routine, and build your own lists when the pipeline is quiet.
• Follow up promptly and consistently on every inbound, referral, webinar, and event lead, and keep working leads past the first touch or two.
• Nurture the opportunities already in HubSpot. Spot patterns in recent conversations and turn them into small, targeted outreach campaigns.
• Represent RyeStrategy at conferences and events, and follow through on the contacts you make there.
• Lead discovery calls, demos, and proposals that leave prospects feeling supported, not pitched. That applies to SMB owners and to suppliers referred through our enterprise programs alike.
• Confirm scope with Client Services before committing, so every deal you close is one the team can deliver.
• Hand off closed deals with the context Client Services needs to start strong.
• Keep HubSpot accurate and current, so leadership has clear visibility into pipeline, forecast, and activity.
• Meet your quota and pipeline goals. Review your results regularly with the Head of Sales & GTM and adjust what isn’t working.
• Join team brainstorms with an open, coachable mindset, then take ideas and act on them.
• Share what you hear from prospects, such as common objections and why deals are won or lost, to sharpen our messaging and offerings.

Core Value Alignment

• Unmatched Customer Advocacy: You put the prospect’s needs first, recommend what fits their situation, and set expectations our team can meet.
• People-Focused: You build genuine trust and relationships with prospects, clients, and teammates, and work closely with Client Services so handoffs are smooth.
• Passion for Our Work: You bring enthusiasm to every conversation, motivated by helping businesses make measurable progress on sustainability.
• Do What We Say: You follow through on every commitment and follow-up, and keep HubSpot current so the team always knows where deals stand.
• Solutions-Oriented: You treat a stalled deal or a quiet pipeline as a problem to solve, trying new approaches and learning from what doesn’t work.

RyeStrategy is an equal opportunity employer and does not discriminate against any employee or applicant because of race, color, religion, age, sex, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.