SMB Account Executive

Job summary

Manage SMB sales from discovery and demonstrations through trials, pricing, and closing, using both company-booked and self-sourced meetings. Expand existing customer accounts, maintain accurate CRM and forecasts, and help develop the sales playbook and improve messaging based on buyer feedback.

Job details

Account Executive (SMB) | Hybrid, Toronto | Prospeo Prospeo is a B2B contact database and email verification platform used by sales teams, agencies and founders to find and verify contact data. This is our first Account Executive hire. You'll close SMB deals, most of them from meetings our cold email engine books for you, and book your own on top to hit target. With V2 launching, you'll also grow existing accounts as new features open up expansion. You'll work directly with the Head of Sales and help shape the playbook every AE after you will use. This is a hybrid role based in Toronto, the ability to be able to travel to the office from time to time is prefered. WHAT YOU'LL DO - Run discovery and demos with SMB buyers: founders, sales leaders, agency owners and RevOps - Own deals end to end: discovery, demo, trial, pricing and close - Book your own meetings through LinkedIn, calls, referrals or whatever works, on top of the meetings we provide - Expand existing accounts as V2 launches, moving customers onto new features and larger plans - Keep the CRM accurate and forecast your month with confidence - Feed what you hear from buyers back into our messaging, product and cold email - Document what works so it becomes the playbook for the next AEs HOW YOUR PIPELINE WORKS You won't start from zero. Our cold email engine books most of your meetings. You're still expected to book your own to make sure you hit target. - Cold email meetings: booked by our team. You show up prepared, run discovery and close. - Self-sourced meetings: booked by you through LinkedIn, calls, referrals and events. - Existing customers (V2): you spot expansion, run upgrade conversations and close. WHAT SUCCESS LOOKS LIKE Your full-year target is $800,000 USD in closed-won revenue (new business and expansion), about $66,700 USD a month once fully ramped. Your ramp: - Month 1: learning the product, ICP and tooling - Month 2: $16,700 (25% of target) - Month 3: $33,300 (50%) - Month 4: $50,000 (75%) - Month 5 onwards: $66,700 (100%) In your first 90 days you'll: - Close your first deals from booked meetings - Have a repeatable routine booking your own meetings every week - Leave behind a written discovery and demo flow the team can reuse WHO YOU ARE - 2+ years as a closing AE in B2B SaaS, ideally SMB or velocity sales with short cycles and high deal volume - A record of hitting quota you can show in numbers - You've built your own pipeline before and have grown existing accounts, not just closed new ones - You're comfortable with a full calendar and move fast from demo to close - You build process where there isn't one yet and want to shape a sales function early - A clear, concise writer: your DMs and follow-ups get replies Bonus points: - You've sold sales tools, data products or to GTM buyers - You know LinkedIn Sales Navigator, Clay or similar prospecting tools COMPENSATION - Base salary: $53,000 (approx. CA$75,000) - Commission at target: $3,000 to $6,000 USD a month, uncapped and paid monthly on closed-won revenue (approx. CA$4,250 to CA$8,500 a month) - OTE: $89,000 to $132,000 USD (approx. CA$126,000 to CA$187,000) - [Benefits: health and dental, holiday, equipment] HIRING PROCESS 1. Test: a short take-home exercise on prospecting and messaging for our ICP 2. Interview with the Head of Sales: your quota history, attainment and how you work 3. Live demo: run discovery and a demo of Prospeo with a mock SMB buyer 4. Final interview: culture, ambition and how you'd approach your first 90 days

What you’ll do

Manage SMB sales from discovery and demonstrations through trials, pricing, and closing, using both company-booked and self-sourced meetings. Expand existing customer accounts, maintain accurate CRM and forecasts, and help develop the sales playbook and improve messaging based on buyer feedback.

Requirements

Candidates need at least two years of closing experience in B2B SaaS, ideally in SMB or high-velocity sales, and a demonstrable record of meeting quota. They should have experience generating pipeline and expanding accounts, work effectively at a fast pace, and be comfortable building sales processes; experience with sales tools or data products is a bonus.

Benefits

• Health Insurance
• Dental Insurance
• Holiday
• Equipment

Listed skills

• written communication · Preferred
• Full-Cycle Sales · Preferred
• Deal Closing · Preferred
• CRM Management · Preferred

Other relevant skills

Identified from the job description. Confirm important requirements above.

• B2B SaaS Sales
• Full-Cycle Sales
• Discovery
• Product Demonstrations
• Deal Closing
• Pipeline Generation
• Prospecting
• Account Expansion
• Quota Attainment
• Sales Forecasting
• CRM Management
• Sales Messaging
• Process Development
• Written Communication
• LinkedIn Sales Navigator
• Clay

Job areas

• Sales