SMB Account Executive

About Us

Insightful is a market leading workforce analytics and productivity platform helping organizations better understand how work happens. We process large-scale workforce data and transform it into actionable insights that help companies improve productivity, optimize operations, and support employee well-being.

Trusted by organizations worldwide, Insightful empowers leaders with visibility into workforce trends, operational efficiency, and team performance through an intuitive, data-driven platform.

Job description

We are looking for a driven and customer-focused SMB Account Executive to join our growing sales team. In this role, you will own the full sales cycle for small and mid-sized businesses: from qualification and discovery through demo, negotiation, and close.

You’ll primarily work with inbound leads and trial users, helping prospective customers understand how Insightful can solve their operational and workforce challenges. The ideal candidate is consultative, highly organized, comfortable operating in a fast-paced SaaS environment, and motivated by exceeding targets.

Responsibilities:

• Own and manage the full SMB sales cycle from qualification to close
• Work closely with a dedicated SDR team that supports initial outreach, prospecting, multi-threading, and lead qualification
• Engage and qualify inbound leads and trial customers
• Conduct discovery calls to understand customer pain points, business objectives, and operational challenges
• Deliver compelling product demos and presentations tailored to customer needs
• Guide trial customers through evaluation and adoption processes to maximize conversion rates
• Build and maintain a healthy and accurate pipeline within Hubspot
• Forecast revenue and sales activity on a weekly basis
• Develop trusted relationships with key stakeholders and decision makers
• Collaborate with Marketing, Customer Success, and Product teams to improve customer experience and win rates
• Negotiate pricing, contracts, and commercial terms
• Consistently achieve or exceed monthly and quarterly sales targets
• Stay informed on market trends, competitive landscape, and workforce analytics solutions

You are a great fit for this role if you have:

• 2+ years of experience in SaaS sales, account executive, business development, or account management roles
• Proven track record of achieving or exceeding sales quotas
• Strong consultative selling and relationship-building skills
• Excellent verbal, written, negotiation, and presentation skills
• Experience managing multiple deals simultaneously in a fast-paced environment
• Ability to communicate effectively with both technical and non-technical stakeholders
• Strong organizational skills and attention to detail
• Self-motivation and ability to thrive in a results-driven environment
• Experience using HubSpot
• Fluent English communication skills

Bonus points:

• Experience selling B2B SaaS solutions to SMB or mid-market customers
• Familiarity with MEDDPICC, MEDDIC, or other modern sales qualification methodologies
• Understanding of value-based and consultative sales approaches
• Experience selling productivity, workforce analytics, HR tech, or operational software
• Experience using HubSpot CRM and sales automation tools
• Exposure to tools such as LinkedIn Sales Navigator, Fathom, Apollo, Outreach, or similar sales technologies