SMB AE — Account Executive, Small Business
Own the full sales cycle for deals under $50K TCV. High velocity — 3–5 closes per month, 1–3 week cycles.
About the role
You're selling to owner-operators: regional fleets, small logistics companies, independent HVAC operations. These are buyers who feel operational pain directly, make decisions quickly, and don't need a 6-month procurement process.
Your job is to run fast, tight discovery, demo the product against their specific pain, and close — software and retainer together, every time. The retainer is not optional upsell. It is the single highest-leverage part of the pitch. Operators who buy software and retainer together get deployed faster, see results sooner, and churn less. You close both or you're leaving money on the table.
Pipeline comes from SDR handoffs and self-generated outbound. Monthly quota: $150,000 TCV closed.
What you'll do
- Run the full sales cycle from SDR handoff to close — discovery, demo, pilot scoping, contract
- Always close the AI retainer alongside the software — this is the core pitch, not an add-on
- Self-generate pipeline through outbound in addition to SDR-sourced meetings
- Run discovery that uncovers real operational pain — not a feature demo, a problem-first conversation
- Scope pilots clearly: what gets deployed, what success looks like, what the 30-day outcome is
- Target 3–5 closes per month at deal cycles of 1–3 weeks
- Maintain accurate CRM hygiene and forecast weekly
What we need
- 3+ years of B2B SaaS sales with a track record of consistently hitting quota
- Proven ability to run high-velocity deals — you close in weeks, not months
- Experience selling to SMB or owner-operator buyers
- Comfortable selling combined software + services packages
- Strong discovery discipline — you ask good questions and listen before you pitch
- Self-managed: you don't need a coordinator to function
Nice to have
- Experience selling into logistics, HVAC, fleet management, or field service operations
- Background selling AI or technical products
- Prior experience at an early-stage startup as an early AE hire
Typical entry deal: Terra Starter + AI Companion = $2,049/mo → $25,000 TCV. Typical core deal: Terra Suite + AI Partner = $3,999/mo → $48,000 TCV. If you can close these consistently, email Mike.