SMB Sales Representative

What we’re looking for:
SurveyMonkey’s solutions help organizations listen to their key stakeholders (employees, customers and potential customers, patients, students, and many more), integrate that data into their core operating systems, and act upon it to improve outcomes. We’re seeking an SMB Account Executive who believes that Feedback is Fuel, embodies a growth mindset, and is eager for an opportunity to take ownership of their success, all while helping our customers discover the impact of our enterprise feedback offerings.

As an SMB Account Executive, you will be responsible for selling SurveyMonkey’s enterprise product suite into two key market segments:

1. New Logos: Organizations with fewer than 1,000 employees not currently using SurveyMonkey in any capacity.
2. Existing Self-Service Users: Customers with fewer than 1,000 employees that are currently using our self-serve, lower-cost plans, who can realize more value by upgrading to our enterprise solutions.

What you’ll be working on:

• Full-Cycle Selling: Own the entire sales process from initial outreach and prospecting, to solution-based consultative positioning, negotiation, and close.
• Strategic Prospecting: Use ZoomInfo, Outreach, and other tools to identify high-value new prospects and expand relationships with existing self-serve customers.
• Consultative Approach: Employ a solution-oriented, consultative selling style informed by the Sandler selling methodology and the MEDDPICC qualification framework.  You’ll uncover customer needs, map SurveyMonkey’s capabilities, and articulate clear value.
• Deal Management: Leverage Salesforce and Gong to track deal progress, forecast accurately, and continuously improve based on deal insights and feedback.
• Territory & Pipeline Management: Organize and prioritize effectively to achieve quota, manage multiple accounts, and maintain a healthy pipeline.
• Continuous Learning & Improvement: Stay informed about industry trends, competitive landscape, and evolving customer needs. Incorporate feedback, embrace coaching, and learn from every win or loss.

We’d love to hear from people with:

• Proven Success in Sales: Demonstrable success as a BDR or SDR, specifically with outbound pipeline generation. Exposure to closing deals is a plus. We often sell to Marketing, HR, and IT departments.
• Pipeline Generation: Experience building pipeline with prospects through various sources (outbound value selling and first meeting generation, inbound marketing leads, product driven leads, etc)
• Familiarity with MEDDPICC: Demonstrated success applying MEDDPICC or a similar methodology to close deals with multiple stakeholders.
• Tech Stack Proficiency: Experience using Salesforce (CRM), Outreach (sequencing), Gong (conversation intelligence), and ZoomInfo (prospecting).
• Excellent Communication & Presentation Skills: Ability to demonstrate history of engaging senior-level stakeholders with confidence and credibility.
• Adaptability & Business Acumen: Experience building business cases with prospects, developing Champions, and creating Mutual Action Plans to win business.
• Strong A.I. Curiosity: Demonstrated curiosity and hands-on experience with generative and research AI tools (e.g., ChatGPT, Gemini, Claude, or similar) to accelerate prospecting, personalization, and productivity; a growth mindset toward leveraging AI in the sales process is essential.

SurveyMonkey believes in-person collaboration is valuable for building relationships, fostering community, and enhancing our speed and execution in problem-solving and decision-making. As such, you will be required to work from a SurveyMonkey office up to 1 day per week.
#LI - Hybrid