Account Executive, SMB

This role is on the SMB sales team within the Private Corporations business unit. You will join a team of account executives to sell to our early-stage companies, typically Series A and earlier. As an E3 Account Executive, your focus will be on individual execution, personal velocity, and hitting quota while scaling your career trajectory.

The SMB segment has grown tremendously over the last 12 months. We must continue winning early-stage companies and making them lifelong customers. To do so, we need to capture companies at their incorporation and support them as their cap table needs change and their compliance requirements become more complex.

Some of the problems you'll help us solve are:

• Consistent Quota Attainment: Develop a comprehensive sales strategy and sales plan that ensures consistent achievement of quota.
• High-Velocity Execution: Efficiently manage a fast-paced sales cycle to sustainably close 20–25 deals/contracts per month.
• Outbound Prospecting: Prospect, qualify, and build a robust pipeline of potential SMB clients using a systematic, high-volume approach.
• Deal Management: Handle contract discussions, proactively address objections, develop pricing proposals, and finalize sales agreements.
• Customer Insights: Deeply understand customer needs and requirements, surfacing key findings back to the broader Carta team.
• Pipeline Hygiene: Maintain clean, accurate records of interactions, deals, and progress within our CRM tools (Salesforce, Terret)..

As an Account Executive at Carta, you'll introduce early-stage companies and venture-backed founders to our best-in-class software platform. You will help them streamline their equity management, stay compliant, and unlock liquidity in the private markets, setting them up for long-term operational success.

We are looking for someone hungry to grow, coachable enough to listen, and resilient enough to handle a fast-paced ramp. You should be deeply curious about solving founder problems, entirely accountable for your results, and humble enough to ask for help when you need it.

• Execution Hunger & Drive: You possess a strong quota mentality, competitive fire, and strict pipeline discipline.
• Coachability: You receive critical feedback well, drop the ego, and adjust your behavior quickly to continuously build your skills.
• Resilience & Grit: You possess the mental toughness to handle repeated rejection, stay motivated during slow cycles, and view setbacks as learning opportunities.
• Ownership & Accountability: You take full responsibility for your outcomes, own your mistakes, and focus on driving solutions rather than blaming external factors like territory or market conditions.
• System Literacy: You have a strong baseline comfort learning modern sales systems like Salesforce, Terret, Chorus and Pitchbook.
• Curiosity & Domain Interest: You are genuinely interested in the startup/founder ecosystem and want to understand product-adjacent concepts like cap tables and equity.
• Communication Clarity: You are a transparent, concise, and direct communicator who proactively updates leadership on blockers.

At Carta, we look for modern sales professionals who view artificial intelligence as a core lever for scaling their impact. You will actively leverage AI—specifically demonstrating comfort with Claude Code and related frameworks—to optimize your workflow, showing mastery across the following dimensions:

• Strategic Prospecting: Using AI to efficiently tier your account book, uncover new startup leads by querying datasets (Salesforce, Pitchbook, Form D), and systematically track your book on an ongoing basis.
• On-Demand Coaching & Growth: Proactively utilizing AI to accelerate your own onboarding, run scenario simulations, unpack call outcomes, and receive tactical performance feedback.
• Tailored Client Communications: Leveraging AI for copywriting and message personalization, enabling you to draft clear, concise outreach and navigate complex founder objections with creative precision.
• Admin Automation & Organization: Employing AI to synthesize meeting notes, organize daily workflows, clean data records, and eliminate friction from manual admin tasks to protect your high-velocity selling time.
• Improved Velocity & Efficiency: Actively demonstrating an AI-forward mindset where prompt engineering and workflow automation are used to maximize daily output, ensuring a fast ramp to full quota.

You do not need to be a fintech or equity expert on day one! We explicitly hire for potential and growth mindset. We will fully train and support you on:

• Deep fintech knowledge and equity administration basics like Cap Tables, CTC, QSBS, and Equity Advisory..
• The MEDDIC sales qualification framework.
• Advanced CRM environments and specialized tools like Salesforce, Terret, and Outreach.
• SMB territory knowledge and market mapping.
• Note: We are looking for an individual contributor execution focus—previous mentoring or team scaling leadership is not required.

Carta's compensation package includes a market-competitive salary, equity for all full-time roles, exceptional benefits, and highly rewarding commission plans. Annualized salary is based on an estimated 40-hour work week before overtime. Final offers may vary based on geography, candidate experience, expertise, and other strategic factors.

Our cash compensation (salary + commission) range for this role is:

• $150k OTE in New York City, NY (equivalent to an hourly rate of $36.06).