Account Executive, SMB

About Scribe

Scribe is where exceptional people come to do the best work of their careers. More than 94% of the Fortune 500 use Scribe to own their specialized intelligence: the unique way their teams work, decide, and get things done. Our Specialized Intelligence platform automatically captures how work happens and turns it into a living asset for people and AI agents.

We're growing fast. Since our founding in 2019, we've reached 7 million users across 600,000 businesses. Based in San Francisco, we're a LinkedIn Top Startup, valued at over $1B, and backed by leading investors. Join us in our mission to transform how people work.

About the role

This is where sales careers at Scribe get started. Our SMB segment sees the highest volume of qualified inbound demand in the company, which means you'll get real reps, fast. You'll own the full sales cycle on inbound opportunities, running demos, handling objections, and closing deals.

What you'll do

• Own inbound SMB opportunities from first touch to closed won, running the full sales cycle with qualified leads who are already interested in Scribe
• Run product demos that connect Scribe's capabilities to each prospect's specific documentation and workflow challenges
• Keep pipeline clean, follow ups tight, and momentum moving, managing a high volume of active deals without losing quality
• Build product fluency fast so you can handle objections, answer hard questions, and position Scribe confidently against alternatives
• Share frontline signal back to the team on what's resonating, what objections are coming up, and what's helping deals close
• Hit monthly quota consistently and use this role as the foundation for growing into upmarket sales at Scribe

What we're looking for

• Has 1 to 2 years of BDR, SDR, or equivalent sales experience in SaaS or AI. Closing experience is not required
• Operates with urgency and a bias toward action, following up without being asked and treating momentum as a default
• Highly organized and able to manage a full pipeline of active deals while keeping every interaction feeling attentive
• Communicates with clarity, taking a complex product and making it immediately relevant to a busy buyer
• Values getting things done over getting them perfect, and learns fastest by doing

Nice to have

• Has served as a BDR team lead or in an informal mentorship capacity
• Experience with sales tools like Salesforce, Outreach, or Gong
• Background in productivity, documentation, or workflow software

This role is not for you if

• You do your best work on a small number of deep, relationship heavy deals rather than a high velocity, high volume book
• You want to perfect a pitch before running it. This team iterates in the field
• Shifting priorities and a fast moving environment feel draining rather than energizing

Why you'll love working here

• The reach of a unicorn, the headcount of a startup. We went from $1M to $100M ARR in under four years, with fewer than 200 people. That means more pie than people: scope grows with your impact. Customers like T-Mobile, LinkedIn, HubSpot, New York Life and Northern Trust run on Scribe, so what you own reaches some of the biggest names in business.
• Hard problems, real impact. Capturing how work actually gets done, at scale, is the foundation AI needs, and it's hard to get right. You'll build the layer other products and agents run on, in a category we're still defining.
• Smart is the floor. Kind is the bar. Low ego, high standards. We compete as a collective and love to see each other win, and One Team, One Dream is one of the most shouted-out values in #values.

Compensation & location

Hybrid, based in San Francisco. We work from the office 3 days per week,

All full-time employees receive equity in Scribe. Final offers depend on experience and scope.

• On-Target Earnings (OTE) is determined by tenure, experience, and performance throughout the interview process. Your recruiter will discuss the target range during your first call.
• OTE is a 65/35 split, uncapped commission, and accelerators for over-attainment. Total compensation includes cash + equity + benefits.

Benefits

• Healthcare Coverage – Comprehensive health, dental, and vision plans, including two $0/month medical plan options for employees
• Equity – Ownership in what we're building
• 401(k) Plan – through Vestwell
• Flex Benefit – $500/year for home office equipment, productivity tools, learning & development or fitness/wellness
• Commuter Benefits – $100/month for SF based employees
• PTO – Flexible paid time off and company holidays
• Parental Leave – Paid leave to support growing families
• Wellness & Family Support – Free Talkspace membership, One Medical access (location-dependent), and Kindbody discounts for family planning

At Scribe, we celebrate our differences and are committed to creating a workplace where all employees feel supported and empowered to do their best work. Scribe is proud to be an Equal Opportunity Employer.

Our Worker Privacy notice can be found here .