Account Executive - SMB - Farmer

About the role

At NAVEX, we’re transforming the world—making it safer, more ethical, and ensuring every voice is heard. That’s real impact. 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’re an industry leader with exciting plans to continue growing, and we’re looking for driven, enthusiastic Account Executives to be a part of this growth. If you’ve been looking for a company where you can feel like the product you sell is making a positive impact in the world, then look no further! We help companies protect their people, their reputation and their bottom line. As a SMB Account Executive, you’ll proactively partner with existing customers to identify opportunities for cross-sell and upsell with your prospecting prowess. This is a role for a competitive self-starter with a hunger to win who knows how to create momentum, is innately curious, and stays focused on the opportunities most likely to convert. You’ll bring discipline to every stage of the sale while adapting quickly to customer insight and feedback. You’ll thrive in this hybrid role surrounded by an engaged, collaborative team deeply committed to your success.

Responsibilities

• Own your quota attainment and compete to win by taking the initiative to strategically manage a balanced pipeline of inbound and outbound opportunities
• Create pipeline through proactive outreach, nurture prospects and sustain momentum across multi-touch sales cycles
• Demonstrate deeper and purposeful discovery that uncovers business challenges, buying priorities, urgency, and needs beyond the initial request
• Apply sound judgment to prioritize high-value opportunities and disqualify low-value deals early
• Build and execute engagement strategies across multiple stakeholders and buying groups
• Demonstrate resilience by using customer feedback and insight to sharpen positioning, adapt your approach, and advance deals
• Maintain strong pipeline coverage, clear next steps, and accurate forecasts through disciplined execution and CRM hygiene

Requirements

• 3+ years of quota-carrying, full-cycle B2B sales experience; SaaS experience preferred but not required
• A track record of meeting or exceeding quota in a high-volume, transactional sales environment
• Competitive drive, hunger to win and a self-starter mindset—you create opportunities, take ownership, and stay focused on winning
• Strong prospecting and pipeline-generation skills, with the discipline and urgency to manage multiple opportunities at once
• Strong discovery, presentation, and product-demonstration skills with the ability to engage key decision-makers
• Experience using CRM tools (Salesforce) and sales engagement platforms (Outreach, Sales Navigator)
• 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
• Fuel performance and outcomes. Leverage your job competencies and champion NAVEX’s core values

Benefits

• Meaningful Purpose.