Account Executive (North America SMB)

Float is the leading resource management software for professional services teams. Since 2012, we've grown every yearindependently, self-funded, and profitably. We're rated #1 for resource management on G2 and trusted by 4,500+ customers worldwide.

As a certified B Corporation, we're committed to making a positive impact on our team, customers, the environment, and the remote community. Our 50+ person team works 100% remotely across the globe, with perks and benefitsdesigned to support us in living our Best Work Life. You'll collaborate with teammates across Australia, Mexico, the UK, Nigeria, Canada, and the US. Learn more about our data security practices for employment or service contracts here. Browse our blogto get a glimpse of life at Float and check out our Glassdoor employer reviews. See why our customers love Float on G2.

We're on a scale-up journey, and we're seeking people who thrive in this stage. We want Float to be the place where you have the autonomy and opportunity to do the best work of your career.

As we continue to expand our global footprint, we're making a strategic investment in our sales team by hiring a North America-focused SMB Account Executive. This role is essential to accelerating our growth in a key market, ensuring we have the coverage and responsiveness needed to capture high-velocity SMB deals. Currently, our sales team is structured to support a global audience, but as demand grows in North America, we recognize the need for dedicated regional focus. By bringing in an AE specifically for this market, we can:

• Increase our availability for North American prospects, leading to faster response times and higher conversion rates.
• Maintain our momentum in SMB deal execution, ensuring our Mid-Market AE can continue focusing on larger, more complex opportunities.
• Capitalize on our latest product innovations, such as Charge vs Cost tracking and Multi-Currency support, which are highly relevant to North American businesses.

This role isn't just about closing dealsit's about shaping the future of our SMB sales strategy in North America. The right person will help us hit key revenue milestones, refine our go-to-market approach, and play a pivotal role in Float's continued expansion.

Our Global Sales Manager, Dan, explains the important role you will play within our Sales team. Watch this video.

You'll be working asynchronously with a bright, dedicated team from across the globe, with a strong focus on taking complex problems and creating solutions that feel simple and intuitive for our customers.

Early on, you'll jump right into:

• Learning our ICP: Your first priority will be learning our ideal customer profile, their needs, and their use cases.
• Learning the Product: You'll become a domain expert by reviewing our product documentation, getting to know our product in depth, and testing our software in collaboration with the product team.
• Observing how we do sales at Float: You'll learn from recorded calls, live demos, and will watch how our sales team takes prospects and turns them into loyal customers.
• Getting Started: You'll start leading your own discovery calls and eventually showcase Float's capabilities with demos to key stakeholders and our incredible resource management champions.

Once you are a bit more settled, we expect that you will jump into:

• Owning SMB revenue growth in North America : Drive high-velocity sales, closing 8-12+ deals per month and adding $5K in new MRR consistently. You'll own the full sales cycle, including negotiation and procurement. This includes managing inbound opportunities, leading a thoughtful and structured discovery meeting, and presenting Float's capabilities as a solution to key stakeholders.
• Developing a scalable sales motion : Build a repeatable and efficient SMB sales process tailored to the North American market.
• Master product knowledge & industry knowledge : You will become an expert in the Float product. This will allow you to confidently address technical questions from prospects, offer guidance and expertise on workflows, showcase additional features prospects might benefit from, and offer key insights to our product team to improve our offerings.
• Optimize sales efficiency with new pricing & packaging : Sell larger deals under Float's new pricing model, increasing ACV without extending sales cycles.
• Provide market insights to product & marketing : Share customer feedback, competitive intelligence, and positioning recommendations to refine Float's go-to-market strategy.
• Refine and contribute to the SMB sales playbook : Document best practices, sales strategies, and deal execution insights to improve pipeline efficiency.
• Expand Float's NA market presence : Build a strong pipeline, identify high-potential SMB segments, and drive Float's visibility in North America.

We want you to love your work and believe that these skills will allow you to succeed in the role. Applying these skills requires:

• SaaS sales experience : 3+ years of inbound or outbound, quota-carrying sales experience within the B2B SaaS industry.
• Full sales cycle experience and performance : Proven ability to run the entire sales process, from discovery and sales calls to diligent follow-ups and closing deals. You have a history of being a top performer in B2B sales. Currently or previously been in the top 10% of performers in a Sales team.
• Discovery & demo effectiveness : You are skilled in conducting virtual discovery sessions to uncover and articulate prospects' pain points, KPIs, goals, and needs. You come with strong experience leading and delivering compelling product demos to potential clients.
• Stakeholder engagement : Ability to identify multiple relevant influencers and decision-makers within companies and build strong personal relationships with them.
• CRM proficiency : Familiar with CRM systems like HubSpot or Salesforce (we use HubSpot).

As a fully remote team, we're looking for someone comfortable with asynchronous communication as the default, which means you have previous remote experience and are comfortable using tools like Slack, Loom, and Linear to communicate as needed. Don't worryyou will have significant deep work time since we have very few meetings.

Pay for this role is US $142,857 OTE ($100,000 base + $42,857 variable) Here's a blog postwith more information on how we determine our salaries.

We're a global async remote companywith a diverse team of people from all over the world who share a common belief in living our best work life. We believe deeply in the idea of transparency and share our Float Handbookpublicly so potential new team members can see first hand our perks & benefitsas well as our ways of working. If you feel like you can thrive at Float to do your best work, we would love to hear from you.

You'll find a lot of useful information about our interview processand what it's like to join our global team on the Float careers page.

If you're interested in applying, we can't wait to hear from you! Be sure to review this blog postthat outlines what we look for in our applications, so that you can put your best foot forward.

The hiring process for this role looks like this:

• Application Review: We carefully review each application, including your resume and your responses to the application questions. We're especially looking for answers that reflect your personal experience and voice. If your responses feel copy-pasted or AI-generated, we won't move forward. We want to hear fromyou!
• Initial First Meet (20 min): You'll meet with Julia, Talent Manager, to discuss your interest in the role and review your questions about working at Float.
• Manager Interview (45 min) : You'll meet with Dan, Global Sales Manager, to discuss your role-specific skills and how your past experience sets you up to succeed at Float.
• Co-Worker Interview (30 min): You'll meet with Avi, our EMEA-focused SMB Account Executive, to dive deeper into your alignment with our way of working and values at Float.
• Founder Interview (30 min) : You'll meet with Glenn, Float's CEO, to get to know you and see if you have potential to be a great addition to the team.

Note: Industry research shows that women and those in traditionally underrepresented groups generally don't apply to jobs unless they check all the boxes for the role. If you feel strongly that you have what it takes for this role but don't check 100% of the boxesthat's okaywe encourage you to apply anyway and highlight what you can bring to the table.