Account Executive, SMB at Melio

New York, New York, United States

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Not SpecifiedCompensation

Junior (1 to 2 years)Experience Level

Full TimeJob Type

UnknownVisa

SaaS, Fintech, B2BIndustries

Requirements

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: 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: Natural drive to understand customers' businesses, unique needs, and pain points; excels at asking insightful questions to uncover challenges

Responsibilities

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 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
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
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
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
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

Skills

Key technologies and capabilities for this role

full-cycle salesSaaS salesfintech salesB2B salesquota attainmentinbound lead managementoutbound prospectingSandlerChallengerMEDDICconsultative sellingpipeline managementdiscovery calls

Questions & Answers

Common questions about this position

What is the work location and arrangement for this role?

The position is hybrid in New York City with a 3 day in-office requirement.

What sales experience is required for this Account Executive role?

Candidates need 2+ years of full-cycle sales experience in SaaS, fintech, or B2B environments, proven ability to hit and exceed quota in high-velocity sales roles, and experience with a defined sales methodology like Sandler.

What communication skills are needed for this position?

Excellent communication and storytelling skills—both verbal and written—are required, along with agility in switching between inbound and outbound sales.

What makes a strong candidate for this Account Executive position?

A strong candidate has 2+ years of full-cycle SaaS/fintech sales experience, quota attainment history, sales methodology expertise like Sandler, excellent communication skills, and genuine curiosity about customer businesses; bonus for payments software or AP/AR sales experience.

What is the salary or compensation for this role?

This information is not specified in the job description.

Melio

Digital payment solution for small businesses

About Melio

Melio Payments provides a digital payment solution aimed at helping small businesses manage their finances more effectively. The platform allows businesses to pay their vendors and suppliers using various methods, including ACH bank transfers and credit cards. A notable feature is the option to defer credit card payments for up to 45 days, which assists in cash flow management. Additionally, businesses can earn rewards on their credit card expenses. Melio charges a 2.9% fee for credit card transactions, while ACH transfers are free, making it a cost-effective choice for many. The platform also enhances expense management by allowing businesses to assign roles, digitize approval workflows, and automate bill payments, all while ensuring the security of financial information. Melio's goal is to simplify the payment process for small businesses in the retail and e-commerce sectors, providing them with greater control over their finances.

New York City, New YorkHeadquarters

2018Year Founded

$636.2MTotal Funding

SERIES_ECompany Stage

Consumer Software, Fintech, Financial ServicesIndustries

501-1,000Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

401(k) Company Match

Wellness Program

Paid Vacation

Paid Sick Leave

Hybrid Work Options

Meal Benefits

Professional Development Budget

Performance Bonus

Risks

Increased competition from Amazon Business could reduce Melio's market share.

Valuation cut to $2 billion suggests potential investor concerns about growth.

Rapid feature expansion may strain resources, leading to operational inefficiencies.

Differentiation

Melio offers a 45-day payment deferral using credit cards, aiding cash flow.

ACH transfers are free, providing a cost-effective payment option for small businesses.

Melio's platform allows role assignments and automated workflows, enhancing expense control.

Upsides

Recent $150M Series E funding supports growth through strategic partnerships.

Integration with Amazon Business enhances Melio's reach in the B2B sector.

Growing demand for real-time payments presents an opportunity for Melio's service expansion.

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