We're the premier, remote accounting, tax, and consulting firm built exclusively to serve the craft brewing industry.

Our mission is to help craft breweries grow profits and build deep successful relationships. And our team is filled with expert, autonomous, adaptable, technology-driven high performers.
Are you up for the challenge?
We're looking for a full-time, remote Account Executive to join our specialized team. The main objective of this role is to execute our sales process and close new client engagements in accordance with the SBS Core Values.

About The Role

This role will report to our Head of Sales and is accountable for fulfilling the following responsibilities:

• Execute our sales process. In the primary function of this role, you'll have end-to-end responsibility for leading prospects through our sales process: from initial contact (primarily inbound) through discovery, pricing, proposal, and close. You'll also keep our CRM up to date with diligent notes and call recordings, nurture long-term sales prospects, as well as follow up on closed business in order to ensure clients are satisfied and the proper handoff to the client service has occurred.
• Participate in continuous sales process improvement. Each week we meet to review call recordings and emails, and analyze what worked, what didn't, and what improvements we can make. Our expectation is that you'll work with us to generate and select improvement ideas, practice and implement those changes, and report back findings and results so that we can improve our close rate, average engagement size, and client satisfaction.
• Work with and support your Brand teammates. In addition to your own sales responsibilities, you'll also provide support and feedback to the rest of your Brand (sales and marketing) teammates. This includes but is not limited to: brainstorming with marketing, collaborating with your SDR to generate leads, participating in team meetings and events, etc.
• Work with and support the Operations team. Once a deal is closed, you'll be responsible for providing the operations team that will be onboarding your new clients with the appropriate context and information to make the engagement as successful as possible. Additionally, with the support of your manager, you'll need to incorporate their feedback in the the discovery process and qualification criteria you use to ensure each new client is a great fit for SBS.
• Participate and contribute to the overall success of our team. Each week the team meets to share wins, progress, and knowledge, as well as identify and solve issues at multiple levels (company, team, individual). Your full participation in this process is critical to ensure that we are operating as a cohesive, high-performance unit.

About You

We're looking for an individual who:

• Has mastered the art of consultative sales. No “commission breath” here. You're a fantastic listener, who is more interested in solving a prospect's problems than selling them on your product. Because of that, you can quickly assess a situation and ask the right follow-up questions, building trust with every step. Ultimately, you're looking to disqualify a prospect just as much as they're trying to vet you, and by doing so allow them to qualify themselves.
• Is hyper detail-oriented. Here's the litmus test: your manager has never ONCE had to hound you about updating the CRM. You show up to every call on time every time, your calendar looks like you're about to rack up an all-time Tetris score, and your diligence in follow up puts train conductors to shame.
• Communicates with crystal-clear clarity. Every email is complete, concise and to the point, and you have the ability to translate what can often be highly complex service details into clear, client-specific outcomes. In the end, whether they close or not, prospects walk away from your calls relieved to have spoken with you.
• Is patiently persistent. You're hungry, relentless, and never let an opportunity pass... but also have the self-awareness and control to know when to pull back and wait for the right time to move things forward. You know what it takes to play the long game, and are ready and willing to dive in each day and put in work that may take time to pay off.
• Moves fast, learns fast. You are fast to action and are comfortable moving forward rapidly with incomplete information. At the same time you're also an autodidact and have the unique ability to self-teach and improve on the fly with very little guidance.

About Our Culture

We're fully remote, with team members and clients located all across the U.S. and have developed our own unique culture we call The SBS Way, within which we operate, evaluate performance, and make decisions using our core values as a guide:

• Be Antifragile. Everything we do, good or bad, makes us better. And every experience is an opportunity for learning and continuous improvement.
• Play The Long Game. We make decisions, to the best of our ability, in the long-term interest of our firm, our team, our clients, and our broader industry and community.
• Embrace Technology. We welcome new technologies with open arms, and are always exploring, testing, and implementing them in the interest of enhancing both our internal capabilities and our client's outcomes.
• Build and Trust The Process. Each member of the team is committed to building, following, and improving the processes we use to deliver exceptional results for our clients.
• Act as A Team of Expert Knowledge Workers. We openly and willingly collaborate, communicate, and provide rapid, direct feedback in the interest of learning, improving and developing ourselves.

Working At SBS

What it's like working at our firm:

• High flexibility. We believe in the ability of our team to determine the best way to complete their work. We measure outputs, not inputs. We don't have time sheets. We don't track hours. We don't pay attention to when and where our team works. Your schedule is yours to make.
• High accountability. What we care about most is that we deliver on what we promise to our clients. In this respect, we measure and manage to our deliverable performance metrics and ensure each team member takes ownership over their accomplishment with a high level of quality that aligns with our core values
• Great pay for great work. We pay based on the characteristics that matter: position (and its market value), level of mastery, and longevity with the firm. All of which aim to ensure each member of the team feels they are compensated well and can focus on great work.
• Performance bonuses. Beyond the base salary compensation for each role, individuals who go above and beyond to achieve a higher level of productivity and contribution to our goals will be eligible to receive significant additional performance-based compensation.
• Merit-based career progression. We have clearly established career tracks, performance benchmarks, and mastery levels set for all of our core positions. How quickly you progress is entirely under your control, with a quarterly review and bi-annual promotion consideration cycle in place to evaluate your progress.
• Generous benefits. We offer a generous benefits package that includes medical, dental, and vision insurance enrollment; as well as an IRA match, tech stipend, 3 weeks of paid time off, and entry into our profit share bonus program after two years of service.
• Personal and and team development. In addition to our overall continuous learning focus, we also provide support for personal development in the form of expense coverage for continuing education (books, courses, training, certifications, etc.) as well as experiential learning (brewery visits, industry events and conferences, etc.). Each year we also meet in person for an all-expenses-paid annual retreat as a team. No work. Lots of fun. Lots of client beer.

Job Requirements

The following basic requirements must be met:

• Proven track record of closing deals between $50k-$200k LTV in Saas or professional services.
• Experience using Podio or similar CRM tools (e.g. Salesforce, Hubspot etc.).
• Have a demonstrated ability to do cross-functional work in a remote environment.
• Have crystal clear professional written and verbal communication skills.
• Have exacting organizational standards and a calm and friendly attitude.
• Have a demonstrated ability to rapidly adapt to new technologies and software.
• Available and responsive during normal business hours (9am-5pm Eastern Time, Monday-Friday).
• Have a strong, consistent internet connection and a work environment conducive to video calls.

Preferred qualifications include:

• Understanding of the craft beer industry.
• Understanding of accounting and finance.
• Experience running a consultative sales process at a small (< 50 person) firm.

Next Steps

If the position, culture, values, and mission at Small Batch Standard sound like they're the right fit for you, please apply here.