Account Executive, SMB - EMEA

Job description

About G2 - The Company G2 is the world's largest and most trusted software marketplace. When you join G2, you’re joining the industry’s leading team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users. Now, we have joined forces with Capterra https://www.capterra.com/, SoftwareAdvice https://www.softwareadvice.com/, and GetApp https://www.getapp.com/ to create the largest source of online data and software insights to fuel intelligent buying in the age of AI. With 200M+ combined annual visitors and 6M verified reviews, we are now the centralized place to enable software buyers to make better and faster decisions with confidence. And we are just getting started! We are setting out to transform the global B2B software industry and become the most trusted data foundation for buyers and sellers of software for the age of AI. Does that sound exciting to you? Come join us as we try to reach our next PEAK! About G2 - Our People At G2, everything we are and what we do is grounded in our PEAK values— (Performance + Entrepreneurship + Authenticity + Kindness. Working at G2 means you are part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn. You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI https://company.g2.com/dei and philanthropic work (like our G2 Gives https://company.g2.com/gives program) because it encourages us all to be better people. ABOUT THE ROLE As an Account Executive, SMB for G2 Marketing Solutions, you’ll own a new-business quota in one of our fastest-growing segments. You’ll run the full sales cycle - prospecting through close - for your assigned region, partnering with internal teams to craft data-driven narratives that showcase G2’s value. You’ll create urgency with prospects, advocate customer needs internally, manage expectations and escalations, and drive executive engagement on high-growth accounts. This role sells to APAC or EMEA prospects from India and requires working the corresponding shifts, which run from 08:00 am to 05:00 PM or 2:00 PM to 11:00 PM IST. During the ramp period, this is a full-time, five-day in-office schedule for training and enablement; once completed, the role will transition to a hybrid model with 3 days work from office. IN THIS ROLE, YOU WILL: - Own and exceed a new-business quota for G2 Marketing Solutions in the SMB segment. - Run full-cycle deals across your territory. Build and manage a healthy pipeline with a consistent outbound motion (email, phone, social) tailored to India/APAC buyers. - Craft data-driven proposals and narratives, translating insights into clear ROI and next steps. Multi-thread opportunities, engage executives early, and drive stakeholder alignment to accelerate cycles - Forecast with precision; maintain rigorous SFDC hygiene, activity metrics, and stage progression accuracy - Represent the voice of the customer - surface market feedback to influence playbooks, messaging, and product roadmap. Responsibility Area: Pipeline Creation & Market Development - 40% - Generate qualified India/APAC SMB pipeline by prioritizing ICP accounts and territories; focus on segments with highest propensity to buy to accelerate top-of-funnel impact. - Run targeted outbound activation using email/phone/social to build and maintain pipeline - Build a repeatable motion (cadences, quarterly territory plans) to sustain coverage Responsibility Area: Deal Execution - 40% - Conduct rigorous discovery to quantify pains, timelines, and stakeholders; translate findings into mutual action plans that keep cycles on track. - Map G2’s solutions to measurable outcomes; deliver tailored demos/proposals that show ROI and create executive confidence. - Multithread and negotiate to value; align legal/procurement early, manage risks, and close predictably with disciplined give-get frameworks. Responsibility Area: Operations & Forecasting - 10% - Maintain SFDC accuracy; Forecast via weekly call readiness - Use data-driven insights to remove bottlenecks (cycle time, win rate, discounting) and guide where to invest effort for outsized returns. Responsibility Area: Cross-Functional Collaboration - 10% - Orchestrate smooth handoffs to AMs and CS with clear success criteria and documented discovery. - Channel market and competitive feedback from India buyers to refine playbooks, messaging, etc. MINIMUM QUALIFICATIONS: - 2–4 years in a quota-carrying or sales-adjacent role - Hands-on experience with Salesforce (SFDC) - Experience selling SaaS or subscription-based products - Comfortable working in-office APAC/EMEA shift schedule - Solid grasp of how marketing teams operate and what drives their decisions - Strong communicator; can tell a compelling story to any audience - Works well cross-functionally; knows how to align internal stakeholders - Picks up new tools and data quickly; comfortable working with ambiguity - Detail-oriented and organized - Consultative seller; leads with the customer's problem, not the pitch Our Commitment to Inclusivity and Diversity At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here https://culture.g2.com/commitments. -- For job applicants in California, the United Kingdom, and the European Union, please review this applicant privacy notice https://legal.g2.com/applicant-privacy-notice before applying to this job. How We Use AI Technology in Our Hiring Process G2 incorporates AI-powered technology to enhance our candidate evaluation process. These tools may assist with initial application screening, skills assessment analysis, and identifying candidates whose qualifications align with specific role requirements. While AI technology supports our recruitment workflow, all final hiring decisions remain under human oversight and judgment. Your Choice Matters: If you would prefer that your application be reviewed without AI assistance, you can opt out by entering your email address in the email entry field at the bottom of the Automated Processing Legal Notice. Choosing to opt out will not disadvantage your application in any way—we will ensure your materials receive a thorough manual review by our hiring team. For additional details about how we handle your information throughout the application process, please review G2's Applicant Privacy Notice https://legal.g2.com/applicant-privacy-notice.