SMB Account Executive (Remote, North America)

Job description

About Aligned

Aligned is the buyer enablement platform that helps modern B2B revenue teams close deals faster by solving the real problem: buying complexity.

The biggest reason deals stall isn't bad sales execution: it's buyer friction. More stakeholders, longer sales cycles, and greater budget scrutiny mean buyers struggle to evaluate, gain internal buy-in, and get a deal approved.

Aligned removes these roadblocks by giving sellers and buyers a single shared space - one link with every decision resource, stakeholder, and next step in one place. With real-time signals, mutual action plans, and embedded deal playbooks, Aligned helps AEs drive deal momentum, reduce ghosting, and close with confidence - all while enabling their buyers to win.

The Role

We are looking for a skilled and motivated SMB Account Executive to join our sales team. In this role, you'll be responsible for managing the full sales cycle for SMB customers (30-200 employees), closing low 5-fig deals, within a 1-4 week sales cycle. You will help educate customers, navigate a competitive landscape, and align various stakeholders (4-8 on average) within each account. You'll work closely with our Head of Sales as we expand our market share in this exciting space.

Key Responsibilities:
• Own the full sales cycle for SMB accounts (30-200 employees).
• Execute a buyer-centric sales process focusing on partnering with buyers throughout their journey.
• Maintain empathy, integrity, and a focus on helping customers solve their challenges, ensuring a buyer-friendly experience.
• Project manage the sales process effectively-ensure every stage is handled with precision and organization.
• Develop compelling business cases that highlight clear value, empowering champions within accounts to advocate for Aligned.
• Build consensus across buying groups by engaging multiple stakeholders (multithreading) and aligning their needs.
• Conduct strategic conversations with senior decision-makers to position Aligned as the right choice.
• Collaborate with SDR, Marketing, Product, and Customer Success teams to ensure alignment and improve the customer journey.
• Use strategic outbound activities to self-source pipeline opportunities, while also leveraging inbound leads to exceed targets.
• Identify potential expansion opportunities above a certain threshold (handled by CS otherwise).
• Collaborate with Product, Marketing, and Customer Success to ensure customer insights inform our growth strategy.