SMB Account Executive, Client Management

Responsibilities

• Own the full sales cycle for agency and professional services buyers, from prospecting through close
• Build pipeline through outbound to a named book across primary verticals:
  Advertising & Marketing, Media, Digital Services, Design & Creative, and PR
• Convert inbound PQLs from the self‑serve trial population with rapid, context‑aware responses referencing specific in‑product behavior
• Run multi‑threaded outbound to COOs, Heads of Delivery, and Heads of Client Services using tailored, signal‑based outreach
• Work a mix of existing Asana customers expanding into ACM and net‑new accounts displacing competitors in fast‑paced deal cycles
• Partner with the solutions engineer in your pod for technical demos, platform configuration, and multi‑stakeholder deals
• Feed discovery learnings back to the product and go‑to‑market teams to help shape how ACM is positioned at scale
• Document what works and build the playbook the broader SMB team runs on

• 2+ years of quota‑carrying SaaS sales with consistent performance in the €5K–€25K ACV range
• Understanding of AI LLMs and GPTs, and ability to articulate their business applications
• Experience selling to COOs, operations leaders, or delivery heads at professional services firms who care deeply about margin and capacity
• Strong discovery instincts with the ability to map out how work moves from a client request into production
• Able to explain why AI operating on a client‑portal trigger layer is structurally different from operator‑initiated tools
• Proven ability to run multi‑threaded deals across two to three personas at the same account
• Proficiency with Salesforce, Outreach (or equivalent), and Sales Navigator

• Salesforce
• Outreach
• Sales Navigator