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Remove SMB AE role (#39976)

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Isabell Reedy
2026-02-17 22:18:30 +00:00
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handbook/company/open-positions.yml
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@@ -90,67 +90,6 @@
- 🟣 Openness: You are flexible and open to new ideas and ways of working.
- ➕ Bonus: Cybersecurity or IT background.
- jobTitle: 🐋 Account Executive
department: Sales
hiringManagerName: Chaz MacLaughlin
hiringManagerLinkedInUrl: https://www.linkedin.com/in/chazmaclaughlin/
hiringManagerGithubUsername: chazmac6
onTargetEarnings: "$200,000 - $350,000"
responsibilities: |
- 🖥️ Present and demonstrate the value of Fleet's products, services, and upgrades to help current and future customers find win-win commercial agreements.
- 🎯 Direct and participate in prospecting target companies, identifying key decision makers and influencers, leading when assigned/necessary/appropriate to help anticipate market trends and identify new opportunities for growth.
- 🛩️ Meet current and future customers where they are, literaly. Be proactive about meeting face to face to help understand them as people.
- 🧠 Work with Solutions Consultants to understand where prospects are technically, and remove any blockers to providing value to the organizations that work with Fleet.
- 📈 Use available data to identify opportunities and trends with individual prospects.
- 📣 Actively promote Fleet's product and services on social media and at in-person events and meetups.
- ⏫ Develop and own the relationships with Fleet's current and future customers, working closely with Customer Success to identify opportunities where Fleet can add value inside our current customer base.
- ❔ Follow MEDDPPICC process to qualify and progress opportunities to best help prospects solve problems.
- 🕴️ Utilize systems and tools such as Salesforce to analyze pipeline and opportunity data and keep all information up to date for leadership reporting.
- 🦢 Work with the Product Design, Customer Success, and Engineering teams to facilitate feature development based on customer asks.
- 🤝 Collaborate with the marketing team to help execute and track marketing campaigns, in order to achieve quarterly pipeline and revenue targets.
- 🧑‍🔬 Perform processes as described in the [Sales](https://fleetdm.com/handbook/sales), [Go-To-Market groups](https://fleetdm.com/handbook/company/go-to-market-operations#current-gtm-motions), and other handbook pages.
experience: |
- 🦉 5+ years of experience selling to enterprise customers.
- 📣 Have excellent communication and interpersonal skills.
- 🚀 Detail-oriented, highly organized, and able to move quickly to solve complex problems using boring solutions.
- 🧑‍💻 Love technology and can explain how things work in detail.
- 🧪 Experience with Slack, Salesforce, Google Suite, GitHub, and other tools in an all-remote setting.
- ⏩ Thrive in a complex, fast-paced, results-driven environment with the ability to pivot to organizational changes easily.
- 📈 Shift gears between thinking and doing quickly to partner with various teams and stakeholders to drive sales.
- 💭 You know how to manage your time and priorities between leads, complex sales opportunities, difficult escalations, challenging procurement processes, and other day-to-day responsibilities with the utmost care and organization.
- ✍ You have a strong understanding of the enterprise procurement process and the ability to effectively influence key stakeholders, from senior executives to day-to-day engineering contacts, and discuss the potential ROI of using Fleet to solve real problems in their organization.
- 🧬 You care about delivering an outstanding customer experience and advocating for the customer's needs within Fleet.
- ➕ Bonus: Direct experience with Fleet, MDM, osquery or SQL query writing, and working with Client Platform Engineering, SRE, or Security Engineering teams.
- jobTitle: 🐋 SMB Account Executive
department: Sales
hiringManagerName: Chaz MacLaughlin
hiringManagerLinkedInUrl: https://www.linkedin.com/in/chazmaclaughlin/
hiringManagerGithubUsername: chazmac6
responsibilities: |
- ⚡️ Respond quickly and professionally to inbound SMB leads.
- 🫀 Ensure no qualified, motivated buyer is dismissed due to size alone and clearly articulate buying options, expansion paths, and long-term value.
- ⏫ Guide SMB prospects through early discovery and validation, and then own the commercial process through close.
- 💡 Ensure that SMB prospects receive the attention, guidance, and buying path they deserve while maintaining operational efficiency for the broader sales organization.
- 📖 Act as the primary technical resource for SMB prospects from first touch through initial validation.
- 🕵 Conduct discovery focused on endpoint environment (OS mix, scale, tooling), IT maturity and staffing model, security, compliance, and operational drivers.
- 🧑‍🏫 Deliver product demonstrations and light technical walkthroughs tailored to smaller teams with limited resources.
- 🧙 Manage opportunities from qualification through close, including pricing and packaging alignment, procurement support, deal execution, and forecasting.
- 🔎 Identify natural expansion opportunities as customers scale endpoints or maturity.
- 🎁 Partner with Customer Success to ensure clean handoffs.
experience: |
- 💻 IT background or Cybersecurity, experience with device management solutions like Fleet, Intune, Jamf Pro, Workspace One, etc. in addition to EDR platforms like Crowdstrike, SentinelOne, CarbonBlack, etc.
- 🦉 Experience in a technical sales role (Solutions Consultant, Sales Engineer, Solutions Architect, Technical Account Manager, etc) in the device management or cybersecurity space.
- 💭 Commercially pragmatic—knows how to move deals forward without over-engineering.
- 📬 Comfortable operating autonomously in an inbound-heavy motion.
- 🧑‍🔬 Experience working with SMB customers to help resolve complex technical issues.
- 💖 An understanding of macOS, Windows, Linux and core services like Autopilot, ABM/ASM, MDM, ADE, APNs, syslog, etc.
- 🎯 Acute attention to detail and can act as an encyclopedia of knowledge about how Fleet works - our potential customers represent a wide range of needs across many different use cases. Be adaptable to learning new things quickly and then share this knowledge with others.
- 💡 Strong communicator who can simplify complexity and work closely with sales, engineering, and product teams.
- 👥 A bias toward action and a customer-centric mindset focusing on delivering value and a positive user experience.
- 🤝 Collaboration: You work best in a participatory, team-based environment.
- 🟣 Openness: You are flexible and open to new ideas and ways of working.
- ➕ Bonus: Familiarity with osquery, SQLite, GitOps workflows, Terraform, Tines/Torq, and open source tools. Experience working alongside IT, SRE, CPE, or SecOps teams.
#- jobTitle: 🌐 Solutions Consultant
# department: IT & Enablement