Account Executive - Medium - SMB

At NAVEX, we’re transforming the world—making it safer, more ethical, and ensuring every voice is heard. Our high-performance culture is driven by our values: we move with speed, passion, and purpose as one team. We are bold in our ideas, accountable in our actions, and committed to doing the right things right. NAVEX provides a full suite of integrated risk and compliance management software products. We help companies protect their people, their reputation, and their bottom line.

About the role

The SMB Account Executive operates with greater ownership and consistency, balancing inbound and outbound activity while deepening customer understanding, nurturing longer-lived opportunities, and qualifying deals with stronger judgment. This role requires intentional pursuit planning and refined objection handling to maintain deal control. Candidates must reside in the Pacific, Mountain, or Central U.S. time zones.

What you’ll do

• Drive quota attainment by strategically planning pursuit across a balanced pipeline of inbound and outbound opportunities
• Build pipeline through proactive outreach while nurturing prospects across multiple touchpoints and timelines
• Conduct deeper discovery to understand and develop customer needs beyond initial requirements
• Apply strong judgment to qualify opportunities and disqualify low-value deals early
• Manage multiple stakeholders by planning engagement strategies across buying groups
• Manage objections and feedback proactively, using insights to strengthen positioning and deal progression
• Maintain consistent pipeline coverage through disciplined execution and improved forecasting accuracy

Requirements

• 3+ years of quota-carrying B2B (business-to-business) full cycle sales experience; SaaS experience preferred but not required
• Track record of meeting or exceeding quota in a high-volume, transactional sales environment
• Strong prospecting and pipeline generation skills with a demonstrated hunter mentality and ability to manage multiple concurrent opportunities with discipline and a sense of urgency
• Experience using CRM tools (Salesforce) and sales engagement platforms (Outreach, Sales Navigator)
• Ability to deliver clear, compelling product demonstrations and presentations to key decision-makers
• Culture agility: comfort working in a fast-paced, candid environment that values innovation, healthy debate, and follow-through
• AI readiness: curiosity and willingness to use AI and emerging technologies to elevate your work and deliver smarter outcomes

Benefits

• Meaningful Purpose: Your work helps organizations operate with integrity and protect their people—at a scale few companies can match.
• High-Performance Environment: We move with urgency, set ambitious goals, and expect excellence. You’ll be trusted with real ownership and supported to do the best work of your career.
• Candid, Supportive Culture: We communicate openly, challenge ideas—not people—and value teammates who embrace bold thinking and continuous improvement.
• Growth That Matters: You can count on authentic feedback, strong accountability, and leaders invested in your success so you can achieve real growth.
• Rewards for Results: We provide clear, competitive compensation designed to recognize measurable outcomes and real impact.

Pay

On-Target Earnings of $135,000 per year. The starting pay for this role is $72,000 annually, which is paid hourly, and the target variable pay for this role is $63,000. Target variable pay is based on individual achievement factors and is not guaranteed.