Account Executive, SMB

The Opportunity 🚀

Carrot is expanding its reach into small and mid-size employers across the Southeast, 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, 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 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 market
• Familiarity with fertility, family-building, women’s health, or related benefits categories
• Experience navigating broker/consultant-influenced SMB sales cycles

Why This Role Matters 🧡

SMB employers represent one of the largest underserved segments for fertility and family-building benefits. Historically, these solutions have been designed for and sold to large enterprise organizations, leaving smaller employers and their employees without meaningful access to care. This role is about changing that.

Every employer we bring onto the Carrot platform expands access to care for people who may otherwise face those journeys without support. The AE in this role isn’t just hitting a number — they’re directly contributing to the scale of impact Carrot can have across the Southeast and, ultimately, across the country.

Interview Process 🤝

We believe in a thoughtful and transparent interview process designed to create alignment for both candidates and our team.

For this role, candidates can expect:

1. Recruiter Screen - 30 minutes
2. Hiring Manager Interview - 30–45 minutes
3. Peer Interviews - 30 minutes
4. Mock Pitch - 45 minutes
5. Hiring Manager Wrap-Up - 15 minutes

Throughout the process, we will share additional context about the team, business priorities, customer landscape, and what success looks like in this role.

Why Candidates Join Carrot 🌍

Carrot offers the opportunity to do meaningful work in the service of a deeply human mission.

Highlights include:

• A mission-driven company focused on expanding access to fertility and family-forming care globally.
• A high-growth environment where leaders are empowered to shape strategy and drive impact.
• Competitive compensation, equity, and comprehensive benefits.
• Flexible Time Off and a culture that actively encourages employees to recharge.
• Comprehensive parental leave and family-forming benefits.
• A collaborative, inclusive, and values-driven culture.
• The opportunity to work alongside passionate, thoughtful teammates committed to improving healthcare outcomes worldwide.

Compensation 💰

Carrot offers a holistic Total Rewards package designed to support our employees in all aspects of their life inside and outside of work, including health and wellness benefits, retirement savings plans, short- and long-term incentives, parental leave, family-forming assistance, and a competitive compensation package. The starting base salary for this position will range from $85,000.00 - $100,000.00. Actual compensation may vary from the posted base salary depending on your confirmed job-related skills and experience.

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