Account Executive, SMB

Location: Hybrid in New York City (3 day in-office requirement)
Qualifications

• 2+ years of full-cycle sales experience in SaaS, fintech, or B2B environments (experience managing inbound flow is a plus).
• Proven ability to hit and exceed quota in high-velocity sales roles.
• Agility: You are comfortable switching gears between responding to warm inbound interest and picking up the phone to hunt for new business when the pipeline requires it.
• Excellent communication and storytelling skills—both verbal and written.
• Experience selling with a defined sales methodology (Sandler, Challenger, MEDDIC, etc.). Sandler is preferred.
• Genuinely Curious about Customer Businesses: You possess a natural drive to understand our customers' businesses, their unique needs, and their pain points. You excel at asking insightful questions to uncover these challenges.

Bonus Points

• You've sold payments software, AP/AR solutions, or worked with channel partners.

A day in the life and how you'll make an impact:
Lead Management & Pipeline Generation

• Capitalize on Inbound Demand: Manage a high volume of inbound leads (demo requests, trial sign-ups, and marketing-qualified leads) with a focus on speed-to-lead and high conversion rates.
• Strategic Outbound Prospecting: Supplement your inbound pipeline by identifying and engaging key decision-makers through targeted outbound outreach—calls, emails, and social selling—when needed to hit coverage targets.
• Pipeline Hygiene: maintain a healthy mix of warm inbound opportunities and self-sourced prospects to ensure consistent quota attainment.

Discovery & Consultative Selling

• Schedule and run discovery calls to uncover pain points and understand operational workflows for both warm leads and cold prospects.
• Position Melio as a value-driven solution tailored to each customer's business needs, quickly identifying whether a lead is a quick transactional win or requires a deeper consultative approach.
• Act as a trusted advisor by deeply understanding prospects' AP/AR challenges and how Melio solves them.

Product Demonstrations & Deal Execution

• Deliver compelling, customized product demos that resonate with both technical and non-technical stakeholders.
• Manage the full sales cycle—from first contact through commitment—with a focus on velocity and precision.
• Recommend solutions that align with business goals and deliver mutual value.

Target Achievement & Pipeline Management

• Consistently meet or exceed monthly, quarterly, and annual sales targets.
• Maintain accurate pipeline data in Salesforce for forecasting, reporting, and performance analysis.
• Use insights from call recordings and CRM data to improve conversion rates and sales efficiency.

Customer Relationships & Feedback Loop

• Build long-term relationships with key stakeholders, positioning yourself as a trusted partner to help them solve business challenges.
• Provide ongoing feedback from customer conversations to help improve product-market fit and go-to-market strategy.

About The Team
Melio is on a mission to keep small businesses in business. We simplify B2B payables and receivables so business owners—and the professionals who support them—can focus on what they do best. We're hiring multiple