Account Executive, SMB

About Carrot:

Carrot is a global, comprehensive fertility and family care platform, supporting members and their families through many of life's most memorable moments. Trusted by many of the world’s leading multinational employers, health plans, and health systems, Carrot’s proven clinical program delivers exceptional outcomes and experiences for members and industry-leading cost-savings for employers. Its award-winning products serve all populations, from preconception care through pregnancy, IVF, male factor infertility, adoption, gestational carrier care, and menopause. Carrot offers localized support in over 170 countries and 25 languages. With a comprehensive program that prioritizes clinical excellence and human-centered care, Carrot supports members and their families through many of the most meaningful moments of their lives. Learn more at get-carrot.com.

The Role: 

Carrot is seeking a motivated and results-driven Account Executive to join our SMB sales team. We’re looking for an individual who thrives in fast-paced environments, has a strong understanding of small to mid-sized business dynamics, and excels in building relationships with clients. A key aspect of this role involves developing and nurturing strategic partnerships with benefits brokers and consultants, who play a critical role in influencing buying decisions. The ideal candidate will be skilled at establishing trust, providing value-added insights, and positioning Carrot as a trusted partner in the benefits ecosystem. Strong collaboration with these stakeholders is essential to driving demand, accelerating sales cycles, and expanding Carrot’s presence in the SMB market.

In this role, you will leverage your sales expertise to gather prospect feedback, collaborate with internal teams to refine our product offerings, and deliver outstanding customer service. 

Key Responsibilities:

• Develop and Manage a Robust Sales Pipeline: Proactively identify and engage potential clients within the target market, driving consistent outbound activity to ensure a steady flow of qualified opportunities and exceed quarterly and annual sales targets.
• Build Trust and Relationships: Act as a consultative partner to SMB clients and their benefit broker, understanding their unique challenges and offering tailored solutions that address their specific needs.
• Conduct Effective Discovery and Demonstrations: Become an expert on Carrot's product, leading discovery calls, delivering customized demos, and presenting compelling proposals to prospective customers.
• Articulate Value Clearly: Communicate Carrot’s unique value proposition effectively, ensuring prospects understand our offerings' strengths and benefits.
• Collaborate and Forecast: Work closely with team members to strategize on sales approaches and accurately forecast revenue.
• Achieve Sales Goals: Consistently hit and exceed annual revenue targets through strategic planning and execution.

The Team: 

This role will be an integral part of our SMB Employer Sales team. You will collaborate closely with Sales Enablement, Marketing, Solutions Consulting, and other departments to drive new business and maximize sales opportunities. Your efforts will directly contribute to our mission of providing exceptional fertility benefits to small and mid-sized companies.

In this dynamic environment, you'll leverage resources and insights from various teams to effectively engage prospects, tailor solutions, and ultimately close deals that enhance our clients’ employee benefits offerings.

Minimum Qualifications:

• 3+ years of experience selling to small and mid-sized businesses (up to 1,000 lives), with a consistent record of exceeding sales targets.
• Proven success navigating competitive SMB sales environments and closing complex deals.
• Experience working with benefits consultants and brokers to support employer decision-making and implementation of new solutions.
• Excellent communication and presentation skills, with the ability to build trust and influence stakeholders at all levels.
• Proficiency with CRM tools, especially Salesforce, to manage pipeline, track activity, and forecast accurately.
  Comfortable in a fast-paced, collaborative environment, with a proactive, team-first mindset

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, pa