Account Executive (North America - SMB) at Float
Who We Are
Float is the top-rated resource management platform for professional services teams. Since our launch in 2012, we’ve grown steadily—self-funded, profitable, and independently. Recognized as #1 on G2, we serve over 4,500 customers worldwide.
As a certified B Corp, we prioritize positive impact—on our team, customers, the environment, and the remote community. Our 50+ team members work remotely across continents, with benefits designed for work-life balance. Collaborate with colleagues in Australia, Mexico, the UK, Nigeria, Canada, and the US. Learn about our employment data security here. Explore our blog for a peek into Float life, or check our Glassdoor reviews. See customer love on G2.
We’re scaling up and need people who thrive in this phase. Float is where you’ll have the freedom and opportunity to do your best work yet.
Why This Role Matters
To fuel our global expansion, we're investing in a North America-focused SMB Account Executive. This role is key to capturing high-velocity SMB deals with dedicated regional focus. Right now, our sales team supports a global audience, but North American demand requires localized attention. By hiring for this role, we’ll:
- Boost responsiveness for North American prospects, speeding up conversions.
- Keep SMB deal momentum strong, freeing our Mid-Market AE for larger opportunities.
- Leverage new features like Charge vs Cost tracking and Multi-Currency support, ideal for North American businesses.
This isn’t just about closing deals—it’s about shaping our SMB sales strategy in North America. You’ll drive revenue, refine our approach, and play a pivotal role in Float’s growth. 🚀
Watch this video from Dan, our Global Sales Manager, to understand your impact.
You’ll work async with a talented global team, solving complex problems to create intuitive solutions for our customers.
Your Responsibilities
Early on, you’ll dive into:
- Mastering our ICP: Learn our ideal customer profile, their needs, and use cases.
- Product Expertise: Deep-dive into our platform, testing features with the product team.
- Sales Shadowing: Observe calls and demos to see how we convert prospects.
- Hands-On Selling: Lead discovery calls and demos for key stakeholders.
Once settled, you’ll:
- Drive SMB Revenue: Close 8-12+ deals monthly, adding $5K+ MRR consistently. Own the full cycle—negotiation, procurement, and closing.
- Build Scalable Processes: Create repeatable sales motions for the North American market.
- Become a Product Guru: Confidently address technical questions and suggest workflow improvements.
- Optimize Pricing: Sell larger deals under our new pricing model without lengthening cycles.
- Share Market Insights: Provide feedback to refine our go-to-market strategy.
- Contribute to Playbooks: Document best practices to boost pipeline efficiency.
- Expand Float’s Presence: Identify high-potential SMB segments and grow our North American footprint.
What You Bring
Success in this role requires:
- 3+ Years in SaaS Sales: B2B SaaS experience with a quota-carrying track record.
- Full-Cycle Sales Mastery: Proven ability to own the process from discovery to close.
- Top 10% performer in past sales roles.
- Discovery & Demo Skills: Uncover pain points and deliver compelling demos.
- Stakeholder Engagement: Build relationships with multiple decision-makers.
- CRM Proficiency: HubSpot or Salesforce experience (we use HubSpot).
As a remote-first team, you’ll thrive in async communication (Slack, Loom, Linear). Enjoy deep work time—we keep meetings minimal (learn more).
Why Join Us
OTE: $142,857 ($100K base + $42,857 variable). Read about our salary philosophy here.
We’re a global async team united by a commitment to best work life. Transparency is core—explore our public handbook, benefits, and work culture. If Float feels like the place for your best work, apply!
Hiring Process
For standout applications, review this guide.
Process steps:
- Application Review: We read every application—personalized responses stand out.
- First Meet (20 min): Chat with Julia, Talent Manager, about your fit.
- Manager Interview (45 min): Discuss role-specific skills with Dan, Global Sales Manager.
- Co-Worker Interview (30 min): Meet Avi, SMB AE, to assess cultural alignment.
- Founder Interview (30 min): Connect with Glenn, Float’s CEO.
Note: Women and underrepresented groups often hesitate unless they meet 100% of criteria. If you’re close—apply anyway! Highlight what you bring.