SMB Account Executive I

Small Business Account Executive I (Associate)

About Us: 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 conversationfor our teams and our customers.

Position Overview: The Small Business Account Executive drives high-velocity revenue growth by managing the full sales cycle for small shop accounts 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.

The Right Wrench for the Job: The SMB Account Executive I (Associate) is a full-cycle, self-sourcing sales role focused on Fullbay's small business segment: independent heavy-duty repair shops. The position owns the complete sales process from pipeline generation through close, executes a high-velocity motion built on quick wins, and manages pipeline with discipline inside a defined sales playbook. This position generates its own pipeline through three channels: nurturing and converting digital accounts, working scored warm leads, and cold prospecting into the small business segment. It does not receive meetings set by other teams. This is Level 1 of Fullbay's three-level SMB Account Executive track. It establishes the core competencies required for advancement: consistent prospecting, structured discovery, effective demonstration, and accurate pipeline management.

Primary Duties & Responsibilities:

Pipeline Generation

• Execute a daily outbound prospecting cadence of calls, emails, and social outreach to small business heavy-duty repair shops.
• Nurture digital accounts through a defined multi-touch sequence and convert qualified accounts to closed business.
• Engage scored warm leads within the same business day of assignment.
• Maintain pipeline coverage at or above the minimum defined in the SMB Sales Playbook.

Sales Execution

• Conduct structured discovery to identify how the shop operates today and where it is losing time and money.
• Deliver focused product demonstrations that show the shop a fast path from manual processes to digital Service Orders and invoicing.
• Present pricing, handle objections, and structure agreements within Fullbay's approved pricing and discount guardrails. Escalate terms outside approved parameters to the Mid Market Sales Manager before commitment.
• Drive opportunities to close on a short cycle. Every open opportunity carries a documented next step, owner, and date.

Pipeline Management

• Maintain Salesforce as the system of record. Log all activities, stage changes, and next steps the day they occur.
• Meet or exceed monthly quota for new revenue and deal count.
• Submit an accurate monthly forecast on schedule.
• Prepare for weekly one-on-ones, call reviews, and pipeline reviews by assessing performance against the scorecard before receiving feedback.

Team Contribution

• Report competitive activity, recurring objections, and product feedback to Sales, Product, and Marketing through established channels.
• Adopt changes to process, messaging, and tools as the team tests and implements new strategies.
• Adhere to all confidentiality, compliance, and Rules of Engagement policies.
• Perform other duties as assigned.

Minimum Education & Work Experience:

• 1+ years of tenure in a quota-carrying or pipeline-generating sales role (AE, BDR/SDR, or inside sales), or 1+ years as a Fullbay BDR.
• Proven cold-outreach habits. You've built a pipeline from nothing before and you're comfortable doing it daily.
• Comfort with a commission-based role driven by monthly quotas and with hearing "no" a lot.
• Strong phone, video, and written communication.
• Coachable, organized, self-motivated, and competitive.
• Experience with a CRM (Salesforce strongly preferred) and standard sales tools (Zoom, G-Suite, Slack).
• High School Diploma or GED.

Key Skills and Qualifications:

• B2B SaaS sales experience.
• Experience with ChiliPiper, HubSpot, Outreach, or SalesLoft.
• Familiarity with heavy-duty repair, trucking, fleet, or automotive aftermarket.
• Bachelor's Degree or military service.

Physical Demands and Work Environment:

• 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.