SMB Account Executive

SMB Account Executive

At Fullbay, our mission is simple to create safer roads for our families and yours. As leaders in the heavy-duty repair industry, we power shops with technology that helps them run smarter and more efficiently. As an AI-First company, we invite artificial intelligence to eliminate friction, spark innovation, and drive efficiencies in every conversation for our teams and our customers.

The Small Business Account Executive drives high-velocity revenue growth by managing the full sales cycle for small shop accounts with 1-2 users through outbound prospecting, BDR-generated leads, and inbound demo requests. SMB AEs own their pipeline from initial contact through close with a focus on strategic pipeline management and consultative selling. SMB AEs are accountable for driving revenue growth, executing customer acquisition strategies, and managing financial negotiations within their assigned segment.

Primary Duties & Responsibilities:

• Manage the full complex sales cycle utilizing advanced, structured sales methodologies (e.g., MEDDIC, BANT, Sandler).
• Dynamically adjust sales motions and strategies to balance "speed to lead" imperatives with comprehensive pipeline management to drive revenue growth.
• Own the responsibility for bookings growth and quota attainment. Continuously synthesize market feedback and buying signals to inform the development of future product features and iterate on the pipeline system.
• Design and execute strategic customer acquisition plans for the assigned SMB segment.
• Collaborate closely with the BDR team to direct follow-up strategies, optimize lead-routing cadences, and ensure comprehensive coverage to progress high-value opportunities.
• Act as a strategic advisor to heavy-duty repair shops by conducting deep discovery to diagnose operational inefficiencies.
• Leverage proprietary ROI tools and industry expertise to architect customized, consultative solutions that tangibly improve the shop's business performance.
• Exercise independent judgment and discretion in financial negotiations. Possess the authority to independently structure deal terms, waive onboarding fees, and apply strategic service discounts to align with customer budgetary constraints and secure new business.

Additional Duties & Responsibilities:

• Manage and prioritize inbound and outbound lead flow, balancing rapid response strategies with comprehensive pipeline development.
• Understand customer goals, plans, challenges, timeline, budget, and authority; confidently communicate Fullbay's value proposition
• Deliver quality tailored demonstrations of Fullbay to small business prospects based on their needs and priorities with focus on speed and simplicity
• Create and maintain high-volume pipeline through lead generation activities including cold calls, emails, and social touches
• Document customer profiles, responses, and next steps in Salesforce with accuracy and timeliness
• Prioritize opportunities and apply appropriate resources to maximize deal velocity and close rates for small business segment
• Meet or exceed individual and team monthly quota targets for both revenue and deal count
• Become an expert on Fullbay technology and target market segments (small business heavy-duty repair operations with 1-2 users)
• Collaborate with team to improve processes and add efficiencies
• Continuously improve sales process and demonstrate willingness to learn and implement best practices
• Adapt to changes in process as the team tests new ideas and strategies
• Adhere to all confidentiality and compliance regulations
• Perform other duties as assigned

Minimum Education & Work Experience:

• High School Diploma or GED equivalent
• Bachelor's Degree or Military Service experience preferred
• 3-5 years experience as a quota-carrying sales representative in B2B SaaS
• Experience with tech stack tools i.e., ChiliPiper, HubSpot, Zoom, Teams, Slack, G-Suite
• Experience with Salesforce.com required

Key Skills and Qualifications:

• Comfortable with commission-based position driven by monthly quotas (able to handle meeting and exceeding monthly quotas and handling rejections)
• Ability to work in a fast-paced SaaS environment
• Experience using Sales engagement tools: Outreach, SalesLoft, Chorus.ai, Salesforce (we use Salesforce, Zoom, G-Suite, ChiliPiper)
• Track record of success and over-achievement in quota-carrying roles
• Self-motivated team player who enjoys wearing multiple hats and inspiring others to do great work
• Technically proficient and experienced with web technologies (able to present pros/cons, use cases/examples, trends, etc.)
• Strong presentation skills, experience using video conferencing tools i.e., Zoom, Teams, WebEx
• Excellent communication and persuasive skills (both written and verbal), includes communicating on the phone, email, video conferencing, and in-person
• Ability to think on one's feet to creatively solve prospects' business needs
• Positive attitude, confident, and desire to be the best
• Disciplined in managing pipeline health, forecasting accuracy, and leveraging advanced sales methodologies to drive revenue growth
• Attention to detail, strong organization and time management skills; ability to work independently
• Able to travel up to 25%

Physical Demands and Work Environment:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Regularly required to sit at a desk in front of a computer and use hands to finger, handle, or feel objects, tools, or controls (including a computer keyboard and operating a telephone), lift and/or move up to 10 pounds
• Frequently requires the use of hands and arms for reaching, as well as the ability to walk and communicate effectively through speaking and listening
• Specific vision abilities required by this position include close vision, color vision, and the ability to adjust focus
• Noise level in the work environment is usually moderate
• Type on a computer keyboard and look at a computer monitor, and operate a cell phone or a computer-based phone