Account Executive - SMB

ACCOUNT EXECUTIVE, SMB Location: In office preferred, San Francisco, CA / Palo Alto, CA Team: Sales Reports to: Sales Manager - SMB ABOUT ALMA Alma is building the next-generation immigration platform that combines world-class legal services with a modern software layer to make hiring and sponsoring global talent simple, predictable, and compliant. We work with founders, startups, and growing companies who need a faster, more transparent alternative to traditional law firms and fragmented immigration vendors. Our platform centralizes case management, compliance tracking, employee experience, and legal execution—so companies can focus on growth, not paperwork. We are backed by top investors and are scaling our SMB motion to serve thousands of early-stage companies and individual founders. THE ROLE As an Account Executive, SMB, you will own a high-volume, transactional sales motion focused on: - Individual founders - Early-stage startups - Small companies (1–100 employees) - Companies sponsoring their first few visas or small batches You’ll run fast, consultative sales cycles, guiding customers from first conversation to close while educating them on visa options, timelines, and Alma’s value versus traditional law firms. This is a closing-heavy role with strong inbound flows, ideal for someone who thrives in high-velocity environments and enjoys helping founders take their first steps into global hiring. WHAT YOU’LL DO - Run a full-cycle sales process for SMB customers: discovery → demo/assessment → proposal → close - Manage a high-volume pipeline of founders and small businesses - Qualify inbound leads and actively prospect into early-stage companies - Educate prospects on visa categories (H-1B, O-1, TN, E-3, L-1, PERM, etc.) at a practical, business level - Understand customer hiring plans, urgency, budget, and risk tolerance - Position Alma as a tech-forward alternative to traditional law firms and boutique immigration shops - Close net-new customers - Accurately forecast and maintain clean CRM data - Collaborate with our Legal team to ensure a smooth handoff WHO YOU ARE - 1–2 years of closing experience as an AE or similar quota-carrying role - Experience in high-volume, transactional, or SMB sales environments - Comfortable running multiple deals in parallel - Strong discovery skills and the ability to control a sales conversation - Clear, concise communicator with founders and operators - Organized, disciplined, and pipeline-driven - Curious and coachable NICE TO HAVE - Experience selling HR tech, legal tech, SaaS, fintech, or compliance products - Familiarity with BANT, MEDDICC, or similar qualification frameworks - Experience selling to founders or very small companies - Exposure to immigration, legal services, or complex workflows - Have been through the US immigration process yourself WHAT SUCCESS LOOKS LIKE (FIRST 6–9 MONTHS) - Consistently hitting or exceeding monthly booking targets - Building a predictable, self-sourced pipeline alongside inbound flow - Shortening sales cycles through strong qualification - High conversion from demo → close - Clean handoffs and low post-sale friction WHY JOIN ALMA - Category-defining company at the intersection of legal + software - Massive market with strong inbound demand - Clear path to grow into Senior AE roles - Direct impact on founders building the next generation of companies - Competitive base + uncapped commission COMPENSATION - OTE: 135,000 USD - 155,000 USD, depending on your qualification and experience - Base: 80,000-90,000 USD - Commission: 55,000 - 65,000 USD BENEFITS - 100% Paid Medical - 70% paid Dental and Vision - Short-Term and Long-Term Disability Insurance - $250k Life Insurance policy - $250 / monthly stipend to spend on taking care of yourself - 20 Days PTO + Federal Holidays - Take a day off for your Birthday!