Senior Account Executive, SMB

You're already one of the best. The problem is everything around you.

You're the AE who studies film on Sundays. Who reads the books your teammates skim. Who runs the reps when no one's watching, because being average makes your skin crawl.

And you're frustrated.

Not because you can't close. You can. You're frustrated because:

• You're selling a product that doesn't hold up under pressure.
• Your leadership settles. They celebrate "solid quarters" when you know the team left seven figures on the table.
• Your team doesn't share your wiring. You want to compare close rates; they want to compare PTO. You want to win; they want to not lose.
• Operations drag every deal.. Half your week is spent unblocking what someone else should have handled.
• And pipeline? You're burning 40% of your time hunting leads that should have been handed to you. You're a closer carrying a BDR's bag, and somehow that's supposed to be normal.

You don't want easier. You want the drag lifted so you can finally see what you close at when everything around you pulls its weight.

That's the seat we built.

How we're different

This role isn't just about closing. It's about being a world-class AE in every sense of the word. Diagnostic rigor. Frame control. Multi-threading. Value anchoring. The close itself. Done right, that is the full-time job.

World-class AEs shouldn't spend 40% of their week prospecting. They shouldn't be writing their own sequences, building their own lists, or chasing cold leads between meetings. That's not leverage. That's a company failing its best seller.

So we moved the mountains. Our demand gen engine fills your calendar with skilled trades owners ready to talk. Our ops team honors what you sell, so you build referrals instead of cleanup work. Our leadership coaches film, not pipeline theater. And the product is one you can actually defend, because the outcomes are real and the results are measurable.

Your job is to be elite at the craft of selling. Our job is to make sure nothing gets in the way of that.

The bar: 75% close rate on qualified opportunities.

That's what world-class looks like in this seat. If that number makes you lean in, keep reading. If it makes you nervous, this isn't the role.

This is not a seat for someone who wants to be competent. It's a seat for someone who wants to be one of the best closers in the country, and has the track record to prove it.

About Yellowstone Local

We are the recruiting partner for skilled trades companies.. HVAC, plumbing, electrical, and beyond. We run the full recruiting engine for our clients, then hold the line on process so hires actually happen.

Profitable. Cash flow positive. No debt. No private equity. The decisions that shape this company are made by the people running it, not by outsiders chasing a liquidity event.

Fully remote. High accountability. Low drama.

What we value in this seat

Obsession with the craft. You study your calls, review your film, run the reps, and refine. You treat diagnostic selling like a martial art. You're not waiting for a manager to tell you to get better.. you're already on it.

A proven track record (with receipts). You've produced at a President's Club level and can walk through the specifics: close rate on qualified opportunities, top deals, activity metrics, lost-deal reasons. You've sold to SMB owner-operators, not enterprise buying committees, and you know the difference.

Diagnostic sales mastery. You run a structured process: set the frame, earn the right to ask questions, uncover pain, anchor value, handle objections cleanly, and ask for the business. You prepare a written call plan before every meeting. You don't wing it. Ever.

Work ethic to match the ambition. 50+ hours most weeks, plus personal development time on top. Not because anyone's making you.. because that's what becoming elite costs.

CRM discipline. Updated end-of-day, every day. Clean notes, documented next steps, forecast accurate within 5-10% by mid-quarter. Sloppiness is not a style here.

Low ego, high ownership. When a deal dies, you own it. You take coaching without getting defensive. You make the people around you better.

What you'll do

• Take qualified meetings delivered to your calendar. Your job starts when the meeting starts.
• Run a disciplined diagnostic on every call (frame, pain, value, objection handling, close)
• Prepare like a professional: written call plans before every meeting, pre-call research, post-call notes.
• Multi-thread to close. Pull in the spouse, ops manager, or business partner when the deal requires it. Single-threaded deals die.
• Create compelling events. SMB deals die from stalling. You build momentum into every close.
• Keep the CRM clean. Accurate forecasts. Clean handoffs to onboarding.
• Hit the bar and raise it. 75% on qualified opportunities is the floor, not the ceiling.

What we offer you

Qualified meetings. No prospecting. Your calendar is filled. You do one thing: close.

Comp that rewards winning. Top-of-market base, uncapped commission, real accelerators past quota. We do not recut comp plans on top performers.

Benefits that actually matter. Blue Cross Blue Shield medical, flexible PTO (12-15 days), standard holidays, two weeks off at year-end, 12-week parental leave, fully remote.

No debt. No PE. No outside agendas. Your comp plan and playbook aren't going to flip overnight because someone bought the company.

A product you'll be proud to sell. We solve the biggest hiring problem in the skilled trades. Strong brand. Defensible results. You'll sell with conviction because the outcomes are real.

This Role Is For You If:

You're obsessed with becoming one of the best closers in the country. The 75% bar energizes you. You're President's Club-caliber with specifics to back it up. You'd rather close 100 qualified meetings than prospect 1,000 cold leads. You'll put in 50+ hours plus personal development time, sustained. You're coachable, detail-oriented, and low-ego on losses.

This Is Not For You If:

A 75% close rate target makes you anxious. Your close rate claim falls apart under specific questions. You job-hop every 12-18 months. You need soft goals and cushioned quota reviews. You can't sustain high-quality, focused closing work at volume.

Yellowstone Local is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, gender, gender identity, sexual orientation, national origin, genetics, disability, age, or veteran status.

Must-have

• 3+ years as an Account Executive closing SMB deals
• Demonstrable close rate on qualified opportunities - with specifics you can defend in detail
• President's Club-caliber track record - top 10-20% across multiple quarters or years
• Experience running a diagnostic sales methodology (Sandler, SPIN, MEDDIC, or similar)
• Track record of consistently hitting and exceeding an individual revenue quota
• Strong written communication (you will live in Slack, HubSpot, and email)
• Competence with modern SaaS tools (CRM, sales engagement, async workflows)

Strongly preferred

• Experience selling to home service, construction, or blue-collar SMBs
• Experience selling to owner-operator buyers (not enterprise committees)
• Prior experience in a closer-focused seat where pipeline was provided
• Familiarity with the recruiting, staffing, or hiring space

Core competencies

• Obsession with the craft of closing
• Process discipline under pressure
• Diagnostic listening and frame control
• Value anchoring and closing at high conversion rates
• CRM hygiene and forecast accuracy
• Coachability without defensiveness
• Low-ego accountability

Work environment & expectations

• Remote role with structured accountability
• High performance expectations and direct feedback
• Measured on close rate, revenue, and forecast accuracy
• 50+ hour work weeks as the baseline, plus personal development