Sales & Customer Success SMB (51-200 employees)

Enterprise Account Executive at SMB

Manages complex sales cycles with enterprise clients, building executive relationships and orchestrating teams to close high-value deals.

In LATAM SMBs, the Sales Manager reports directly to the owner or CEO

Regional economic cycles directly affect deal closings

Network within the vertical industry has tangible value

Ideal OCEAN+ Profile

Ideal range

65 80

At SMBs (51-200 employees), openness to trying new channels and sales strategies

62 77

At SMBs (51-200 employees), discipline in pipeline management and follow-up

77 92

At SMBs (51-200 employees), the energy to build relationships and close deals

59 74

At SMBs (51-200 employees), the balance between assertive persuasion and active listening

68 83

At SMBs (51-200 employees), resilience in the face of constant rejection and long sales cycles

78 93

At SMBs (51-200 employees), building long-term relationships with clients

Building trusted executive relationships that extend beyond a single sales cycle
Orchestrating internal teams to respond to RFPs and complex client needs
Managing long-term relationships where personal trust matters more than the formal contract
Generating expansion revenue from existing accounts without a dedicated customer success team

Superficial pipeline management with excessive optimism about close probabilities
Reliance on a single champion in the account without building relationship breadth
Doesn't document pipeline or activities in a CRM; everything lives in their head
Avoids conflict with problematic clients instead of renegotiating terms