Account Executive - SMB

Account Executive, SMBLocation: In office preferred, San Francisco, CA / Palo Alto, CA Team: Sales Reports to: Sales Manager - SMBAbout AlmaAlma is building the next-generation immigration platform that combines world-class legal services with a modern software layer to make hiring and sponsoring global talent simple, predictable, and compliant.We work with founders, startups, and growing companies who need a faster, more transparent alternative to traditional law firms and fragmented immigration vendors. Our platform centralizes case management, compliance tracking, employee experience, and legal executionso companies can focus on growth, not paperwork.We are backed by top investors and are scaling our SMB motion to serve thousands of early-stage companies and individual founders.The RoleAs an Account Executive, SMB, you will own a high-volume, transactional sales motion focused on:Individual foundersEarly-stage startupsSmall companies (1100 employees)Companies sponsoring their first few visas or small batchesYou'll run fast, consultative sales cycles, guiding customers from first conversation to close while educating them on visa options, timelines, and Alma's value versus traditional law firms.This is a closing-heavy role with strong inbound flows, ideal for someone who thrives in high-velocity environments and enjoys helping founders take their first steps into global hiring.What You'll DoRun a full-cycle sales process for SMB customers: discovery ? demo/assessment ? proposal ? closeManage a high-volume pipeline of founders and small businessesQualify inbound leads and actively prospect into early-stage companiesEducate prospects on visa categories (H-1B, O-1, TN, E-3, L-1, PERM, etc.) at a practical, business levelUnderstand customer hiring plans, urgency, budget, and risk tolerancePosition Alma as a tech-forward alternative to traditional law firms and boutique immigration shopsClose net-new customersAccurately forecast and maintain clean CRM dataCollaborate with our Legal team to ensure a smooth handoffWho You Are12 years of closing experience as an AE or similar quota-carrying roleExperience in high-volume, transactional, or SMB sales environmentsComfortable running multiple deals in parallelStrong discovery skills and the ability to control a sales conversationClear, concise communicator with founders and operatorsOrganized, disciplined, and pipeline-drivenCurious and coachableNice to HaveExperience selling HR tech, legal tech, SaaS, fintech, or compliance productsFamiliarity with BANT, MEDDICC, or similar qualification frameworksExperience selling to founders or very small companiesExposure to immigration, legal services, or complex workflowsHave been through the US immigration process yourselfWhat Success Looks Like (First 69 Months)Consistently hitting or exceeding monthly booking targetsBuilding a predictable, self-sourced pipeline alongside inbound flowShortening sales cycles through strong qualificationHigh conversion from demo ? closeClean handoffs and low post-sale frictionWhy Join AlmaCategory-defining company at the intersection of legal + softwareMassive market with strong inbound demandClear path to grow into Senior AE rolesDirect impact on founders building the next generation of companiesCompetitive base + uncapped commissionCompensationOTE: 135,000 USD - 155,000 USD, depending on your qualification and experienceBase: 80,000-90,000 USDCommission: 55,000 - 65,000 USDBenefits100% Paid Medical70% paid Dental and VisionShort-Term and Long-Term Disability Insurance$250k Life Insurance policy$250 / monthly stipend to spend on taking care of yourself20 Days PTO + Federal HolidaysTake a day off for your Birthday!