The SMB Account Executive manages the full sales cycle for small and mid-market customers, guiding prospects from discovery through contract signature. This role leverages both inbound and outbound pipeline to meet quarterly booking targets.

Key responsibilities include:

• Conducting discovery calls to uncover business needs and decision criteria
• Delivering persuasive product demonstrations and ROI presentations
• Preparing proposals, negotiating pricing, and closing contracts
• Maintaining an accurate sales forecast in the CRM and updating pipeline stages
• Collaborating with SDRs for lead follow-up and with Customer Success for hand-off

Performance is tracked via quota attainment, average deal size, and sales cycle length. Success also depends on strong negotiation skills, product expertise, and strategic account planning.

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