Account Executive, SMB

📋 Description

• • Sitemate is seeking a dynamic and results-oriented Account Executive to join our thriving Small and Medium-sized Business (SMB) team, based in our London office. This pivotal role is designed for an individual who excels in a fast-paced commercial environment, possesses a strong drive to uncover and deliver customer value, and thrives on owning revenue targets. As an SMB Account Executive, you will be instrumental in driving Sitemate's growth by managing inbound-qualified opportunities from the initial point of contact through to successful closure. Your primary focus will be on nurturing a diverse range of leads, from those with high intent to those requiring more cultivation, by employing structured discovery processes, delivering compelling tailored demonstrations, and consistently progressing deals towards a positive outcome.
• • Beyond closing new business, you will retain ownership of newly acquired customers for the first six months post-sale. During this critical period, you will proactively identify and pursue opportunities for cross-selling and license expansion, working in close partnership with our Customer Success Managers (CSMs) to ensure a seamless transition and continued value realization for our clients. This dual responsibility of new business acquisition and early-stage account growth is central to the success of this role and the SMB team.
• • Sitemate is a leader in building best-in-class software solutions for the built world, empowering construction, infrastructure, and industrial companies to operate with enhanced efficiency and speed. Our flagship product, Dashpivot, revolutionizes how these companies manage their processes. By migrating workflows from traditional paper and spreadsheets to powerful digital platforms accessible via mobile and tablet, Dashpivot enables teams to automate repetitive tasks, gain real-time visibility into progress, and make data-driven decisions. We have achieved significant product-market fit, evidenced by thousands of new monthly leads generated organically through word-of-mouth and robust marketing efforts.
• • Our growth trajectory is impressive, supported by Blackbird, Australia and New Zealand's premier venture capital firm, and as a graduate of the Startmate Accelerator. Sitemate has expanded from a team of five in 2018 to over 150 professionals operating across more than 18 countries. Our team is a unique blend of deep industry expertise and cutting-edge product design, dedicated to modernizing one of the world's largest and most essential sectors.
• • Life at Sitemate is defined by a culture of transparency, high velocity, hustle, diversity, and innovation. These aren't just corporate buzzwords; they are the guiding principles that shape our daily operations. We foster an environment of open communication, trust, and autonomy, allowing individuals to move quickly and make impactful decisions. You will have direct access to key company metrics, benefit from clear career development plans, and have the opportunity to advance your career based on demonstrable performance rather than tenure.
• • We are deeply committed to building better products through diverse teams. Our global team comprises members from over 18 countries, with 55% identifying from underrepresented ethnic backgrounds, 43% identifying as female, and a wide age span from 22 to 51. This diversity enriches our perspectives and strengthens our ability to innovate.
• • Your day-to-day responsibilities will include managing multiple sales cycles concurrently, from initial discovery calls and live product demonstrations to follow-up conversations and commercial negotiations. You will be expected to maintain a highly organized pipeline within Salesforce, diligently updating stages, logging next steps, engaging multiple stakeholders within accounts, and driving deals forward through structured follow-up and proactive outreach. Collaboration with Sales Development Representatives (SDRs), SMB Customer Success Managers, and SMB Account Managers is crucial for ensuring smooth customer handovers, aligning on account context, and identifying early cross-sell or expansion opportunities within the initial six months of customer ownership.
• • You will be responsible for managing your own quota and pacing, strategically planning your weeks to ensure pipeline coverage, forecasting accurately, and consistently meeting monthly targets. Prioritizing accounts and organizing your calendar effectively will be key to balancing medium-term expansion plays with immediate commercial activities. Maintaining impeccable CRM hygiene, pipeline updates, and accurate forecasting across all open opportunities is a non-negotiable aspect of this role.
• • The challenges inherent in this role include managing a high-velocity inbound funnel where lead intent can vary significantly, requiring you to generate momentum and engagement from prospects who may not be actively prioritizing change. You will also navigate multiple concurrent sales cycles while upholding high standards in Salesforce hygiene, follow-up cadence, and deal progression. Effectively managing diverse stakeholders within construction and engineering clients, where decision timelines can be varied, informal, or influenced by non-technical factors, is another key challenge. Finally, balancing new business acquisition with the expectation to identify early cross-sell and expansion opportunities within the first six months of account ownership requires a strategic and proactive approach.