SMB Account Executive — AI SaaS Growth

Salesforce; Richmond (VA); On-site; USD 99,500 - 189,350; Full time

Job summary

Salesforce is seeking an SMB Account Executive to drive new business within a defined territory using a consultative sales approach and Qualified's platform. You will own the full sales cycle—from prospecting and discovery through demo, negotiation, and close—building a strong pipeline with outbound, inbound, and partner opportunities.

The role emphasizes building relationships with marketing, sales, and revenue leaders, meeting or exceeding quotas and collaborating with cross-functional teams

Qualifications

• 1–2+ years of full-cycle B2B SaaS sales with quota achievement.
• Experience selling SaaS to SMB or Mid‑Market preferred.
• Bachelor's degree or higher.
• Exposure to MarTech, SalesTech, RevTech, or AI software a plus.
• Proven ability to generate your own pipeline.

Responsibilities

• Own the full sales cycle from outbound prospecting through close.
• Conduct thoughtful discovery to identify challenges and value.
• Qualify and close new opportunities in the SMB segment (150–300 employees).
• Build and maintain a healthy pipeline via outbound, inbound, and partners.
• Collaborate with Sales Engineering, Marketing, Customer Success, and Product.
• Develop trusted relationships with marketing, sales, and revenue leaders.
• Meet or exceed monthly and quarterly pipeline and revenue goals.

Skills

Full-cycle B2B SaaS sales

SMB/Mid-Market sales

Prospecting & pipeline generation

Strong communication

Education

Bachelor's Degree or higher

Tools

Salesforce

Outreach

ZoomInfo

Gong

Zoom

Job description

Salesforce is seeking an SMB Account Executive to drive new business within a defined territory using a consultative sales approach and Qualified's platform. You will own the full sales cycle—from prospecting and discovery through demo, negotiation, and close—building a strong pipeline with outbound, inbound, and partner opportunities.

The role emphasizes building relationships with marketing, sales, and revenue leaders, meeting or exceeding quotas and collaborating with cross-functional teams