Account Executive, Small Business

Job Description

Job Description

Description:

Docupace is seeking an Account Executive- Small Business for a remote role! We are looking for a driven sales professional who thrives on prospecting, relationship-building, and creating new business opportunities in the SaaS and fintech sectors.

Summary of Position:

The Account Executive, Small Business is a full-cycle commercial owner responsible for acquiring net-new clients and managing the ongoing commercial health of an assigned down-market and small enterprise book of business. This role sits at the intersection of the traditional Account Executive (new logo acquisition) and Account Manager (renewals, expansion, and retention) functions, making it a uniquely high-impact position within Docupace’s growing revenue team.

You will prospect and close new business across RIAs, independent broker-dealers, and small enterprise wealth management firms, with a primary focus on the PreciseFP solution and the broader Docupace platform. Once a client is won, you own the commercial relationship, managing renewals, identifying expansion opportunities, and ensuring strong net revenue retention within your book. This is an inside sales role with targeted travel for key client engagements and industry events.

Ideal candidates bring B2B SaaS sales experience in FinTech or Wealth Management, a consultative selling approach, and the organizational discipline to balance active prospecting with commercial account management across a growing portfolio.

WHAT YOU WILL DO:

New Logo Acquisition

• Execute disciplined outbound prospecting across a defined target account list using phone, email, LinkedIn, and personalized outreach strategies
• Conduct discovery conversations and qualification meetings to assess business needs, operational challenges, and solution fit
• Schedule and lead introductory meetings, product demonstrations, and proof-of-concept engagements with key stakeholders and decision-makers
• Manage the full sales cycle for net-new opportunities from SQL through executed contract, including proposal development and negotiation
• Partner with Marketing to refine outbound messaging, campaigns, and target account prioritization strategies
• Collaborate with Solutions Consultants and Sales leadership to progress complex opportunities and support contract negotiations

Commercial Account Management

• Own the commercial relationship for an assigned book of down-market and small enterprise accounts, managing renewals 90–120 days in advance of expiry
• Drive net expansion revenue through cross-sell (PreciseFP, integrations, add-on modules) and upsell motions within the existing client base
• Partner with Customer Success to identify expansion signals, adoption milestones, usage growth, unmet use cases, and convert them to qualified commercial opportunities
• Manage at-risk renewals through structured save motions in collaboration with CS, Product, and leadership
• Participate in executive business reviews (EBRs) as the commercial counterpart to CS-led value delivery conversations
• Negotiate multi-year contract structures that improve ARR predictability and reduce churn risk within the managed book

Pipeline Management & Reporting

• Maintain accurate pipeline management, renewal forecasts, and opportunity documentation within Salesforce and related sales engagement platforms
• Deliver accurate weekly forecast submissions covering both new logo pipeline and renewal commitments
• Achieve or exceed monthly and quarterly targets for pipeline generation, new logo ARR, and net revenue retention
• Represent Docupace with professionalism, credibility, and strong communication skills in all prospect and client interactions

WHAT YOU BRING:

• 3–6 years of B2B SaaS sales experience, combining new logo acquisition and account management or commercial renewal responsibilities, preferably within FinTech or Wealth Management
• Demonstrated track record of achieving or exceeding both pipeline generation and net revenue retention targets
• Strong consultative discovery skills and the ability to quantify business impact, surface urgency, and navigate multi-stakeholder buying conversations
• Experience managing the full commercial lifecycle: prospecting, closing, renewals, upsell, and cross-sell within an assigned account portfolio
• Proficiency with Salesforce CRM and sales engagement platforms such as Outreach or Salesloft
• Familiarity with prospecting and contact database platforms such as ZoomInfo or LinkedIn Sales Navigator
• Strong organizational skills with the ability to manage active new logo pipeline and a renewal book simultaneously
• Self-starter with a competitive orientation, high accountability, and the ability to work independently while collaborating across Sales, Marketing, and Customer Success
• Understanding of the financial advice industry, including RIAs, broker-dealers, and wealth management operational workflows, preferred

PREFERRED QUALIFICATIONS:

• Experience selling or supporting Financial Planning, CRM, or WealthTech solutions (eMoney, MoneyGuidePro, RightCapital, Redtail, Wealthbox, Practifi, or SmartOffice)
• Prior experience in a hybrid AE/AM or “full-cycle” commercial role with ownership of both acquisition and retention metrics
• Experience managing renewal negotiations for $25,000–$150,000 ACV contracts with procurement and executive stakeholders
• Proven track record of winning competitive displacements and managing platform expansion motions in a multi-product SaaS environment
• Familiarity with structured sales methodologies such as MEDDIC, Challenger, or equivalent
• Experience prospecting into financial services, wealth management, or compliance technology buyers
• Exposure to CS platforms such as Gainsight or ChurnZero for renewal pipeline and health monitoring

HOW SUCCESS IS MEASURED:

New Logo Performance

• New logo ARR quota attainment:
• Pipeline coverage ratio
• Outbound prospecting and engagement activity: consistent multi-channel cadence with CRM accuracy
• Average sales cycle: target
• Win rate percentage

Commercial Account Management Performance

• Gross Revenue Retention (GRR)
• Net Revenue Retention (NRR)
• Renewal cycle management
• Expansion pipeline
• Multi-year contract conversion rate

Physical Demands and Working Conditions:

• Sit – Frequent
• Stand- Occasional
• Walk - Frequently
• Lift/Carry 0-20 pounds – Occasional
• Lift/Carry over 0-20 pounds - Occasional
• Kneel/crouch, bend, and /or stoop repeatedly - Occasional

Travel:

• Estimated 5% of the time is required to travel.