From 7c15712e44aff72a50d7d69ab3c8d835e68fd1f9 Mon Sep 17 00:00:00 2001 From: Isabell Reedy <113355639+ireedy@users.noreply.github.com> Date: Tue, 17 Feb 2026 22:18:30 +0000 Subject: [PATCH] Remove SMB AE role (#39976) --- handbook/company/open-positions.yml | 61 ----------------------------- 1 file changed, 61 deletions(-) diff --git a/handbook/company/open-positions.yml b/handbook/company/open-positions.yml index 75f57f21dd..5a97593c2d 100644 --- a/handbook/company/open-positions.yml +++ b/handbook/company/open-positions.yml @@ -90,67 +90,6 @@ - 🟣 Openness: You are flexible and open to new ideas and ways of working. - βž• Bonus: Cybersecurity or IT background. -- jobTitle: πŸ‹ Account Executive - department: Sales - hiringManagerName: Chaz MacLaughlin - hiringManagerLinkedInUrl: https://www.linkedin.com/in/chazmaclaughlin/ - hiringManagerGithubUsername: chazmac6 - onTargetEarnings: "$200,000 - $350,000" - responsibilities: | - - πŸ–₯️ 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. - - πŸ›©οΈ 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. - - πŸ“ˆ Use available data to identify opportunities and trends with individual prospects. - - πŸ“£ 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. - - πŸ•΄οΈ 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. - - πŸ§‘β€πŸ”¬ 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: | - - πŸ¦‰ 5+ years of experience selling to enterprise customers. - - πŸ“£ Have excellent communication and interpersonal skills. - - πŸš€ Detail-oriented, highly organized, and able to move quickly to solve complex problems using boring solutions. - - πŸ§‘β€πŸ’» Love technology and can explain how things work in detail. - - πŸ§ͺ 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. - - πŸ“ˆ Shift gears between thinking and doing quickly to partner with various teams and stakeholders to drive sales. - - πŸ’­ 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. - - βž• Bonus: Direct experience with Fleet, MDM, osquery or SQL query writing, and working with Client Platform Engineering, SRE, or Security Engineering teams. - -- jobTitle: πŸ‹ 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. - - πŸ«€ 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. - - πŸ’‘ Ensure that SMB prospects receive the attention, guidance, and buying path they deserve while maintaining operational efficiency for the broader sales organization. - - πŸ“– Act as the primary technical resource for SMB prospects from first touch through initial validation. - - πŸ•΅ Conduct discovery focused on endpoint environment (OS mix, scale, tooling), IT maturity and staffing model, security, compliance, and operational drivers. - - πŸ§‘β€πŸ« Deliver product demonstrations and light technical walkthroughs tailored to smaller teams with limited resources. - - πŸ§™ Manage opportunities from qualification through close, including pricing and packaging alignment, procurement support, deal execution, and forecasting. - - πŸ”Ž Identify natural expansion opportunities as customers scale endpoints or maturity. - - 🎁 Partner with Customer Success to ensure clean handoffs. - experience: | - - πŸ’» 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. - - πŸ¦‰ Experience in a technical sales role (Solutions Consultant, Sales Engineer, Solutions Architect, Technical Account Manager, etc) in the device management or cybersecurity space. - - πŸ’­ Commercially pragmaticβ€”knows how to move deals forward without over-engineering. - - πŸ“¬ Comfortable operating autonomously in an inbound-heavy motion. - - πŸ§‘β€πŸ”¬ Experience working with SMB customers to help resolve complex technical issues. - - πŸ’– 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. - - πŸ’‘ Strong communicator who can simplify complexity and work closely with sales, engineering, and product teams. - - πŸ‘₯ 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. - - βž• 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