Account Executive, SMB

About this role

About Carrot:

Carrot 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.

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 get-carrot.com.

The Opportunity 🚀

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.

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.

What You’ll Own 💼

In this role, you will:

• Own a defined SMB territory in the Southeast and Southwest, managing a pipeline of mid-market employer prospects from initial outreach through close

• Lead discovery conversations with HR leaders, benefits managers, and People Operations teams to understand workforce needs and position Carrot’s value

• Develop and present tailored proposals that tie Carrot’s platform to the prospect’s business outcomes, benefits strategy, and employee experience goals

• Build and maintain accurate pipeline forecasting in Salesforce; consistently update records, activities, and deal stages

• Collaborate cross-functionally with Customer Success, Solutions Consulting, and Marketing to support deal progression and smooth handoffs

• Represent Carrot at regional events, conferences, and broker/consultant meetings to build brand awareness and develop relationships across the Southeast market

What Success Looks Like 📈

In your first 12–18 months, you will have:

• Hit or exceeded your annual new revenue quota for the Southeast and Southwest SMB territory

• Built a healthy, well-qualified pipeline with a strong coverage ratio and predictable forecasting

• Established productive relationships with key brokers, consultants, and HR networks across the Southeast

• Demonstrated fluency in Carrot’s platform, value proposition, and competitive landscape; able to run deals independently

• Handed off new clients to Customer Success with clear context and a strong foundation for long-term retention

About You ✨

You likely have:

• 2+ years of B2B sales experience, ideally in HR tech, employee benefits, healthcare, or SaaS; experience selling to SMB employers is a strong plus

• A proven track record of meeting or exceeding quota; you run a disciplined, organized sales process

• Experience selling to HR, People Operations, or Benefits leaders; you understand how benefits decisions get made in smaller organizations

• Proficiency in Salesforce and comfort with sales tools and tech stacks; you keep your pipeline clean and data accurate

• Strong communication skills and the ability to build trust quickly, both with prospects and with internal collaborators

• Genuine alignment with Carrot’s mission; you care about expanding access to healthcare benefits that make a difference in people’s lives

Nice to Have ⭐

While not required, we would be especially excited if you bring:

• Existing relationships with HR leaders, benefits brokers, or consultants in the Southeast and/or Southwest market

• Familiarity with fertility, family-building, women’s health, or related benefits…