Account Executive, SMB

About this role

The Company You’ll Join

Carta connects founders, investors, and limited partners through world-class software, purpose-built for everyone in venture capital, private equity and private credit. Trusted by 65,000+ companies in 160+ countries, Carta’s platform of software and services lays the groundwork so you can build, invest, and scale with confidence.

Carta’s Fund Administration platform supports 9,000+ funds and SPVs, representing nearly $185B in assets under management, with tools designed to enhance the strategic impact of fund CFOs. Recognized by Fortune, Forbes, Fast Company, Inc. and Great Places to Work, Carta is shaping the future of private market infrastructure.

Together, Carta is creating the end-to-end ERP platform for private markets. Traditional ERP solutions don’t work for Private Funds. Private capital markets need a comprehensive software solution to replace outdated spreadsheets and fragmented service providers. Carta’s software for the Office of the Fund CFO does just that - it’s a new category of software to make private markets look more like public markets - a connected ERP for private capital.

For more information about our offices and culture, check out our Carta careers page .

The Team You'll Work With

This role is on the SMB sales team within the Private Corporations business unit. You will join a team of account executives to sell to our early-stage companies, typically Series A and earlier. As an E3 Account Executive, your focus will be on individual execution, personal velocity, and hitting quota while scaling your career trajectory.

The Problems You'll Solve

The SMB segment has grown tremendously over the last 12 months. We must continue winning early-stage companies and making them lifelong customers. To do so, we need to capture companies at their incorporation and support them as their cap table needs change and their compliance requirements become more complex.

Some of the problems you'll help us solve are:

• Consistent Quota Attainment: Develop a comprehensive sales strategy and sales plan that ensures consistent achievement of quota.

• High-Velocity Execution: Efficiently manage a fast-paced sales cycle to sustainably close 20–25 deals/contracts per month.

• Outbound Prospecting: Prospect, qualify, and build a robust pipeline of potential SMB clients using a systematic, high-volume approach.

• Deal Management: Handle contract discussions, proactively address objections, develop pricing proposals, and finalize sales agreements.

• Customer Insights: Deeply understand customer needs and requirements, surfacing key findings back to the broader Carta team.

• Pipeline Hygiene: Maintain clean, accurate records of interactions, deals, and progress within our CRM tools (Salesforce, Terret)..

The Impact You'll Have

As an Account Executive at Carta, you'll introduce early-stage companies and venture-backed founders to our best-in-class software platform. You will help them streamline their equity management, stay compliant, and unlock liquidity in the private markets, setting them up for long-term operational success.

About You

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.

• On-Demand Coaching & Growth: Proactively utilizing AI to accelerate your own onboarding, run scenario simulations, unpack call outcomes, and receive tactical performance feedback.

• Tailored Client Communications: Leveraging AI for copywriting and message personalization, enabling you to draft clear, concise outreach and navigate complex founder objections with creative precision.

• Admin Automation & Organization: Employing AI to synthesize meeting notes, organize daily workflows, clean data records, and eliminate friction from manual admin tasks to protect your high-velocity selling time.

• Improved Velocity & Efficiency: Actively demonstrating an AI-forward mindset where prompt engineering and workflow automation are used to maximize daily output, ensuring a fast ramp to full quota.

What We Will Train You On

You do not need to be a fintech or equity expert on day one! We explicitly hire for potential and growth mindset. We will fully train and

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