Account Executive, SMB

About Carrot: Carrot is the leading global fertility and family care platform, built on intelligent care orchestration: the right clinical guidance, at the right moment, in the context of each member’s life. More than a thousand multinational employers, health plans, and health systems trust Carrot to support millions of members across 195 countries – from pre-pregnancy through menopause and major life moments in between. Carrot's comprehensive clinical program delivers industry-leading cost savings for plan sponsors and award-winning experiences and improved outcomes for millions of people worldwide. Carrot is widely regarded as a defining force in healthcare innovation as a recipient of several top-tier awards, including Fast Company's 'Most Innovative Companies' and CNBC's '100 Barrier Breaking Startups'. The company is regularly cited by leading global outlets — including The Economist, Bloomberg, The Wall Street Journal, NPR, ABC News, and Harvard Business Review — as a leading voice on digital health, the future of work, and family health. Learn more at get-carrot.com . The Opportunity 🚀 Carrot is expanding its reach into small and mid-size employers across the Southeast and Southwest, 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 and Southwest, 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 and Southwest 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 and/or Southwest 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: Recruiter Screen - 30 minutes Hiring Manager Interview - 30–45 minutes Peer Interviews - 30 minutes Mock Pitch - 45 minutes 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 t