Account Executive SMB Software

Job description

**Account Executive - B2B Software** ## **Summary** High visibility sales role, closing new business, in a high-growth SaaS start-up of 60+ employees, - Salary: $75,000 - Commission: 15% of new deal ARR. - Total Compensation ("OTE"): $150,000 - 4 days in office, 1 day from home after the initial 6 months. - Paid Training BCS (Business Credentialing Services) is hiring full-cycle Account Executives to sell our Insurance Tracking software to commercial real estate, construction, government, and education clients. We're not new — we've been refining this space for 18 years, and we count FedEx, Hilton, Hyatt, Gilbane, Los Angeles School District, and Beacon Capital Partners among our clients. We're now disrupting our category and leading the charge in bringing an AI-native solution to insurance compliance — and we're scaling the velocity side of our business to match. We're looking for closers who can move fast. **This is a full-cycle Account Executive role.** You will personally own every stage of the sales process — prospecting, outreach, discovery, demo, negotiation, and close. There are no SDRs or BDRs feeding you leads. You build your own pipeline. This is high-velocity work that demands daily outbound discipline. If you are looking for a role where someone else hands you qualified meetings, this is not it. **In-office role.** This position is based in our office. We offer one day per week of work-from-home after the first 6 months of employment. Sales reps perform best in collaborative, in-person environments — especially during ramp — and we structure the role accordingly. ## **The role** You'll run the complete sales cycle on our Software product — prospecting, discovery, demo, close. Average deal size is ~$3,200 ACV with a 3–4 week sales cycle. You'll own a list of 150 target accounts at any time, prospect them with intensity, and convert wins fast. Implementation happens the same week the deal closes, so the moment you close is the moment you move on to the next. You can expect some warm inbound leads to come your way, but the expectation is clear: quotas are only met through outbound prospecting. Inbound is the floor, not the plan. ## **What you'll do** - **Prospect with rigor.** Minimum 300 outbound dials per week, plus complementary email and LinkedIn outreach. High volume isn't optional — it's the floor. - **Build your own pipeline.** You're not waiting for marketing leads or SDR handoffs. The pipeline you have is the pipeline you built. - **Run sharp demos.** Our software has real, defensible capability depth — your job is to map prospect pain to capability, fast. - **Create 12–15 new qualified opportunities per month.** This is the leading indicator we coach to. - **Close 9–10 deals per month at steady state.** Our top reps clear 110+ closed deals per year. - **Own your number.** Annual quota is $350K. Straight commission on every closed deal, with accelerators above 100%. ## **Who we're looking for** - 1 year of B2B SaaS closing experience, ideally with at least 1 year in a full-cycle closing role or an additional year as B2B SDR. - Comfortable with high-volume outbound — 300+ touches per week is the floor, not the ceiling - Track record of hitting or exceeding quota in a velocity motion (sub-$10K ACV, multiple deals per month) - Familiarity with HubSpot, sequence tools (Outreach/SalesLoft), and dialing platforms - Hungry, coachable, and self-directed — you don't need a manager telling you to dial - Bonus: experience in insurance, compliance, PropTech, ConTech, GovTech, or any vertical adjacent to risk management ## **Compensation** $75,000 base salary · $150,000 OTE at 100% quota attainment. Variable comp is straight commission — 15% of first-year ARR on every deal closed, paid as deals come in. That commission rate is significantly above market, meaning top performers materially out-earn peers at comparable companies. Accelerators kick in above 100% of quota. A rep at 130% earns ~$140K+ all-in; top performers can clear $160K+. ## **What you get beyond comp** - A real product with 18 years of defensibility behind it — you'll never have to hand-wave - Named clients like FedEx, Hilton, Hyatt, Los Angeles School District for credibility on every cold call - Clean playbook, modern tooling (HubSpot, ZoomInfo, AirCall), and a manager who inspects deals, not effort theater - Comprehensive benefits, fast promotion path for top performers, and in-office collaboration with one work-from-home day per week after the first 6 months ## **How we hire** Three rounds: recruiter screen, hiring manager interview with our CEO (sales philosophy, deal walkthroughs), and a mock cold call + objection handling round.