Carta Account Executive, SMB at Carta focused on selling to early-stage companies, typically Series A and earlier. Responsible for developing sales strategies and managing a fast-paced sales cycle.
Responsibilities
Develop a comprehensive sales strategy and sales plan that ensures consistent achievement of quota
Efficiently manage a fast-paced sales cycle to sustainably close 20–25 deals/contracts per month
Prospect, qualify, and build a robust pipeline of potential SMB clients using a systematic, high-volume approach
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.
Desired Traits Competencies:
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.
AI Competency Efficiency
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.
