SMB Account Executive

About the role

The SMB Account Executive role is built for a sales professional who wants to hunt, create opportunity, and grow a territory. You will be responsible for building pipeline, winning new logo accounts, and expanding Minitab’s footprint with existing customers.

Responsibilities

• Build and manage a healthy pipeline of new logo and expansion opportunities within an SMB territory
• Prospect into new accounts and create your own opportunities through outbound activity, research, referrals, and targeted campaigns
• Identify cross sell opportunities inside existing Minitab customers, especially where customers may benefit from newer acquisition products and broader Minitab solutions
• Own a small set of renewals while keeping the primary focus on new business and account expansion
• Run strong discovery to understand customer pain, business priorities, current processes, buying drivers, and decision criteria
• Engage with stakeholders in quality, manufacturing, operations, engineering, continuous improvement, and analytics roles
• Position Minitab solutions in a practical, business focused way that connects to customer needs and measurable outcomes
• Drive opportunities from first conversation through close, including qualification, discovery, product alignment, pricing, negotiation, and next steps
• Partner with Sales Engineering, Customer Success, Marketing, Support, and other internal teams to move opportunities forward
• Maintain accurate pipeline, forecast, account notes, next steps, and activity in CRM tools
• Build strong relationships while staying focused on revenue growth, sales execution, and territory development

Requirements

The right person for this role is curious, gritty, organized, and comfortable creating their own momentum. You should be willing to prospect, ask strong questions, challenge assumptions, and work through the day to day realities of selling into SMB accounts.

Success in this role will be measured by:

• New logo revenue
• Cross sell and expansion revenue
• Pipeline creation and pipeline quality
• Activity that creates real selling conversations

What You Bring

• 2 to 4 years of experience in inside sales, SMB sales, account executive, business development, or SaaS sales roles
• Proven ability to prospect, create pipeline, and win new business
• Experience selling to existing customers through cross sell, expansion, or land and expand motions
• Comfort owning a quota and being measured against new revenue, pipeline creation, and account growth
• Strong discovery skills and the ability to ask thoughtful, direct questions that uncover real business needs
• Clear communication skills, both written and verbal
• Able to manage many accounts, opportunities, and follow ups without losing track of details
• A practical, curious, and coachable approach to selling
• A strong work ethic and willingness to do the consistent daily work required to build a territory
• Ability to work well with cross functional teams in a virtual environment

Education

Bachelor’s degree preferred
Associate degree or equivalent professional experience considered

Position is available for remote employment in the following states:

• OH
• MI
• PA

Pay

Base salary: $75K/year
Commission: This role is eligible for $45k/year commission plan based on meeting performance targets with uncapped earning potential.

Benefits

• HEALTH INSURANCE: Medical, Dental, and Vision Insurance is provided at no cost for full-time employees upon date of hire. Low co-pay pharmacy benefit and affordable family coverage plan is available. Short and Long Term Disability is fully paid by Minitab. Employee Assistance Program (EAP) - Provides guidance for personal issues and information on other Work Life Matters.
• LIFE INSURANCE: Group Term Life Insurance is provided at no cost for full-time employees. Minitab provides eligible employees the opportunity to purchase Voluntary Life Insurance for themselves and eligible dependents at affordable rates.
• RETIREMENT PLANNING: A 401k Retirement Plan with T. Rowe Price is provided with eligible employee contribution immediately. Minitab will match dollar for dollar up to the first 6% of employee’s contribution. Employees are fully vested in the Minitab, LLC 401(k) Retirement Plan upon date of hire.
• Paid Time Off: Paid holidays, as well as 4 weeks of annual paid time off are provided. The annual paid time off increases one week every five years.
• HIGHER AND PROFESSIONAL DEVELOPMENT: The pursuit of ongoing development is important and valued at Minitab. In support of this value, Minitab offers tuition and related expenses assistance for both higher education and other professional development.
• FLEXIBLE SPENDING ACCOUNT: Medical and Dependent Care Reimbursement Accounts - Pre-tax Deductions. Parking and Transit - Pre-Tax Deductions.
• HYBRID WORK SCHEDULE: We offer a hybrid work model for eligible positions.
• Premium Benefits: At our State College, PA Headquarters, there is an onsite gym, indoor swimming pool, yoga studio, movie theater, outdoor sand volleyball court, game room, arcade room and even a golf simulator. Personal training and nutrition counseling is available upon request.