SMB Account Executive (Remote, North America)

About this role

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.

What We Are Looking For:

● Proven Sales Experience in a Startup: 2+ years of SMB sales success in a startup or growth-stage environment.

● Complex Sales Skills: Experience with competitive, multi-threaded sales processes, and value-based selling.

● Excellent Communication: Strong active listening, confidence in presenting, and ability to connect with all levels of stakeholders, including C-suite executives.

● Self-Sufficient: Comfortable in a startup environment without tight management or structured enablement.

● Grit and Determination: You are driven, don’t give up easily, and follow through on tasks and objectives.

● Project Management Mindset: Organized, methodical, and able to manage a process-driven sales approach.

● Empathy and Integrity: Authentic and trustworthy; passion for solving customer problems.

● Coachable and Adaptable: Open to feedback and able to improve quickly.

Why Join Us?

• Join the #1 Digital Sales Room on G2

• Help grow a winning business that is growing fast in both revenue and headcount

• Work closely with and learn from a leadership team that has built successful businesses and been top performers throughout their careers

• Stretch your creative legs and technical fluency to build a world-class PLG-first sales motion

• Be part of something that is redefining how sales teams work with buyers

• Work for a business backed by top-tier VCs and tipped for huge growth

• Career opportunities ahead as the business expands headcount and…