Account Executive SMB

Account Executive - SMB

Melio is on a mission to keep small businesses in business. We simplify B2B payables and receivables so business owners—and the professionals who support them—can focus on what they do best. We're hiring multiple Account Executives to join our team and help us bring Melio’s powerful accounts payable and accounts receivable solutions to Small & Medium Businesses (SMBs).

A Day in the Life and How You’ll Make an Impact:

Lead Management & Pipeline Generation

• Capitalize on Inbound Demand: Manage a high volume of inbound leads (demo requests, trial sign-ups, and marketing-qualified leads) with a focus on speed-to-lead and high conversion rates.
• Strategic Outbound Prospecting: Supplement your inbound pipeline by identifying and engaging key decision-makers through targeted outbound outreach—calls, emails, and social selling—when needed to hit coverage targets.
• Pipeline Hygiene: Maintain a healthy mix of warm inbound opportunities and self-sourced prospects to ensure consistent quota attainment.

Discovery & Consultative Selling

• Schedule and run discovery calls to uncover pain points and understand operational workflows for both warm leads and cold prospects.
• Position Melio as a value-driven solution tailored to each customer’s business needs, quickly identifying whether a lead is a quick transactional win or requires a deeper consultative approach.
• Act as a trusted advisor by deeply understanding prospects’ AP/AR challenges and how Melio solves them.

Product Demonstrations & Deal Execution

• Deliver compelling, customized product demos that resonate with both technical and non-technical stakeholders.
• Manage the full sales cycle—from first contact through commitment—with a focus on velocity and precision.
• Recommend solutions that align with business goals and deliver mutual value.

Target Achievement & Pipeline Management

• Consistently meet or exceed monthly, quarterly, and annual sales targets.
• Maintain accurate pipeline data in Salesforce for forecasting, reporting, and performance analysis.
• Use insights from call recordings and CRM data to improve conversion rates and sales efficiency.

Customer Relationships & Feedback Loop

• Build long-term relationships with key stakeholders, positioning yourself as a trusted partner to help them solve business challenges.
• Provide ongoing feedback from customer conversations to help improve product-market fit and go-to-market strategy.

Qualifications:

• 2+ years of full-cycle sales experience in SaaS, fintech, or B2B environments (experience managing inbound flow is a plus).
• Proven ability to hit and exceed quota in high-velocity sales roles.
• Agility: Comfortable switching gears between responding to warm inbound interest and picking up the phone to hunt for new business when the pipeline requires it.
• Excellent communication and storytelling skills—both verbal and written.
• Experience selling with a defined sales methodology (Sandler, Challenger, MEDDIC, etc.). Sandler is preferred.
• Genuinely Curious about Customer Businesses: Possess a natural drive to understand our customers' businesses, their unique needs, and their pain points. Excel at asking insightful questions to uncover these challenges.

Bonus Points:

• Experience selling payments software, AP/AR solutions, or worked with channel partners.

About Melio USA:

• Competitive compensation packages: The annual base salary range for this position is $80,000-90,000 with an additional variable component.
• Medical, Dental, and Vision: Generous and highly competitive plans with up to 100% employer-paid coverage, FSA and HSA.
• 401K matching.
• Wellness: Holistic approach with a focus on financial, physical, emotional, social, and community support.
• Time Off: Competitive vacation time, sick days, holidays, parental leave and wedding days.
• Food perks: Fully stocked kitchens, weekly Seamless stipend, and catered meals.
• Office culture: Collaborative offices in New York City or Denver, in a hybrid working environment. Dog friendly.
• Growth and development: Professional and personal growth through workshops, mentorship programs, and team building activities.

Key skills/competency:

• Account Executive
• SMB Sales
• SaaS Sales
• Fintech Sales
• B2B Sales
• Sales Methodology
• Pipeline Management
• Lead Generation
• Consultative Selling
• Quota Attainment