Account Executive, SMB

About this role

<div class="content-intro"><p><strong>About Carrot: </strong></p> <p><a href="https://c212.net/c/link/?t=0&l=en&o=4420559-1&h=3535232987&u=https%3A%2F%2Fwww.carrotfertility.com%2F&a=Carrot+Fertility">Carrot</a> is the leading global fertility and family care platform, built on intelligent care orchestration: the right clinical guidance, at the right moment, in the context of each member’s life. More than a thousand multinational employers, health plans, and health systems trust Carrot to support millions of members across 195 countries – from pre-pregnancy through menopause and major life moments in between. Carrot's comprehensive clinical program delivers industry-leading cost savings for plan sponsors and award-winning experiences and improved outcomes for millions of people worldwide.<br><br>Carrot is widely regarded as a defining force in healthcare innovation as a recipient of several top-tier awards, including Fast Company's 'Most Innovative Companies' and CNBC's '100 Barrier Breaking Startups'. The company is regularly cited by leading global outlets — including The Economist, Bloomberg, The Wall Street Journal, NPR, ABC News, and Harvard Business Review — as a leading voice on digital health, the future of work, and family health. Learn more at <a href="http://get-carrot.com">get-carrot.com</a>.</p></div><p><strong>The Opportunity </strong><strong>🚀</strong></p> <p>Carrot is expanding its reach into small and mid-size employers across the Southeast and Southwest, and we’re looking for a driven Account Executive to help lead that charge. In this role, you’ll own the full sales cycle for SMB accounts in your territory — from initial outreach and discovery through proposal, negotiation, and close. You’ll work with HR leaders and benefits decision-makers to understand their workforce needs and position Carrot’s platform as a meaningful solution for their employees.</p> <p>This is a high-impact, quota-carrying role on a growing commercial team. You’ll be part of a mission-driven company that is genuinely changing outcomes for people navigating one of the most personal and often underserved areas of healthcare. The Southeast territory represents a real growth opportunity for Carrot, and the person who steps into this role will have the chance to shape it.</p> <p><strong>What You’ll Own </strong><strong>💼</strong></p> <p>In this role, you will:</p> <ul> <li>Own a defined SMB territory in the Southeast and Southwest, managing a pipeline of mid-market employer prospects from initial outreach through close</li> <li>Lead discovery conversations with HR leaders, benefits managers, and People Operations teams to understand workforce needs and position Carrot’s value</li> <li>Develop and present tailored proposals that tie Carrot’s platform to the prospect’s business outcomes, benefits strategy, and employee experience goals</li> <li>Build and maintain accurate pipeline forecasting in Salesforce; consistently update records, activities, and deal stages</li> <li>Collaborate cross-functionally with Customer Success, Solutions Consulting, and Marketing to support deal progression and smooth handoffs</li> <li>Represent Carrot at regional events, conferences, and broker/consultant meetings to build brand awareness and develop relationships across the Southeast market</li> </ul> <p><strong>What Success Looks Like </strong><strong> 📈</strong></p> <p>In your first 12–18 months, you will have:</p> <ul> <li>Hit or exceeded your annual new revenue quota for the Southeast and Southwest SMB territory</li> <li>Built a healthy, well-qualified pipeline with a strong coverage ratio and predictable forecasting</li> <li>Established productive relationships with key brokers, consultants, and HR networks across the Southeast</li> <li>Demonstrated fluency in Carrot’s platform, value proposition, and competitive landscape; able to run deals independently</li> <li>Handed off new clients to Customer Success with clear context and a strong foundation for long-term retention</li> </ul> <p><strong>About You </strong><strong>✨</strong></p> <p>You likely have:</p> <ul> <li>2+ years of B2B sales experience, ideally in HR tech, employee benefits, healthcare, or SaaS; experience selling to SMB employers is a strong plus</li> <li>A proven track record of meeting or exceeding quota; you run a disciplined, organized sales process</li> <li>Experience selling to HR, People Operations, or Benefits leaders; you understand how benefits decisions get made in smaller organizations</li> <li>Proficiency in Salesforce and comfort with sales tools and tech stacks; you keep your pipeline clean and data accurate</li> <li>Strong communication skills and the ability to build trust quickly, both with prospects and with internal collaborators</li> <li>Genuine alignment with Carrot’s mission; you care about expanding access to healthcare benefits that make a difference in people’s lives</li> </ul> <p><strong>Nice to Have </strong><strong>⭐</strong></p> <p>While not required, we would be especially excited if you bring:</p> <ul> <li>Existing relationships with HR leaders, benefits brokers, or consultants in the Southeast and/or Southwest market</li> <li>Familiarity with fertility, family-building, women’s health, or related benefits…