SMB - Account Executive

About G2 - The Company

When you join G2, you’re joining the team that helps businesses reach their peak potential by powering decisions and strategies with trusted insights from real software users.

G2 is the worlds largest and most trusted software marketplace. More than 100 million people annually — including employees at all Fortune 500 companies — use G2 to make smarter software decisions based on authentic peer reviews. Thousands of software and services companies of all sizes partner with G2 to build their reputation and grow their business — including Salesforce, HubSpot, Zoom, and Adobe. To learn more about where you go for software, visit www.g2.com and follow us on LinkedIn.

As we continue on our growth journey, we are striving to be the most trusted data source in the age of AI for informing software buying decisions and go-to-market strategies. Does that sound exciting to you? Come join us as we try to reach our next PEAK!

About G2 - Our People

At G2, we have big goals, but we stay grounded in our PEAK (Performance + Entrepreneurship + Authenticity + Kindness) values. You’ll be part of a value-driven, growing global community that climbs PEAKs together. We cheer for each other’s successes, learn from our mistakes, and support and lean on one another during challenging times. With ambition and entrepreneurial spirit we push each other to take on challenging work, which will help us all to grow and learn.

You will be part of a global, diverse team of smart, dedicated, and kind individuals - each with unique talents, aspirations, and life experiences. At the heart of our community and culture are our people-led ERGs, which celebrate and highlight the diverse identities of our global team. As an organization, we are intentional about our DEI and philanthropic work (like our G2 Gives program) because it encourages us all to be better people.

About The Role

As an Account Executive, SMB for G2 Marketing Solutions, you’ll own a new-business quota in one of our fastest-growing segments. You’ll run the full sales cycle - prospecting through close - for your assigned region, partnering with internal teams to craft data-driven narratives that showcase G2’s value. You’ll create urgency with prospects, advocate customer needs internally, manage expectations and escalations, and drive executive engagement on high-growth accounts.

This role sells to EMEA prospects from India and requires working the corresponding shifts. During ramp, first 6 months, this is a full-time, five-day in-office schedule for training and enablement; once the team is fully operational, the role will transition to a hybrid model.

In This Role, You Will

• Own and exceed a new-business quota for G2 Marketing Solutions in the SMB segment.
• Run full-cycle deals across your territory. Build and manage a healthy pipeline with a consistent outbound motion (email, phone, social) tailored to EMEA buyers.
• Craft data-driven proposals and narratives, translating insights into clear ROI and next steps. Multi-thread opportunities, engage executives early, and drive stakeholder alignment to accelerate cycles
• Forecast with precision; maintain rigorous SFDC hygiene, activity metrics, and stage progression accuracy
• Represent the voice of the customer—surface market feedback to influence playbooks, messaging, and product roadmap.
  
  

Responsibility Area: Pipeline Creation & Market Development - 40%

• Generate qualified EMEA SMB pipeline by prioritizing ICP accounts and territories; focus on segments with highest propensity to buy to accelerate top-of-funnel impact.
• Run targeted outbound activation using email/phone/social to build and maintain pipeline
• Build a repeatable motion (cadences, time-blocking for EMEA time zones, quarterly territory plans) to sustain coverage
  
  

Responsibility Area: Deal Execution - 40%

• Conduct rigorous discovery to quantify pains, timelines, and stakeholders; translate findings into mutual action plans that keep cycles on track.
• Map G2’s solutions to measurable outcomes; deliver tailored demos/proposals that show ROI and create executive confidence.
• Multithread and negotiate to value; align legal/procurement early, manage risks, and close predictably with disciplined give-get frameworks.
  
  

Responsibility Area: Operations & Forecasting - 10%

• Maintain SFDC accuracy; Forecast via weekly call readiness
• Use data-driven insights to remove bottlenecks (cycle time, win rate, discounting) and guide where to invest effort for outsized returns.
  
  

Responsibility Area: Cross-Functional Collaboration - 10%

• Orchestrate smooth handoffs to AMs and CS with clear success criteria and documented discovery.
• Channel market and competitive feedback from EMEA buyers to refine playbooks, messaging, etc.
  
  

Minimum Qualifications

We realize applying for jobs can feel daunting at times. Even if you don’t check all the boxes in the job description, we encourage you to apply anyway.

• 2-4 years related experience in a full-time quota-carrying or sales related role.
• Experience selling SaaS or any type of subscription service.
• This role requires a five-day, in-office schedule aligned with EMEA shift timings.
• An understanding of marketing and how marketers work.
• Excellent Story-Telling & Communication skills.
• Strategic internal collaboration.
• Experience with SFDC.
• Fast learner and ready to take on data challenges.
• Highly-organized individual with great attention to detail.
• Consultative approach to selling.
  
  

Our Commitment to Inclusivity and Diversity

At G2, we are committed to creating an inclusive and diverse environment where people of every background can thrive and feel welcome. We consider applicants without regard to race, color, creed, religion, national origin, genetic information, gender identity or expression, sexual orientation, pregnancy, age, or marital, veteran, or physical or mental disability status. Learn more about our commitments here.

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How We Use AI Technology In Our Hiring Process

G2 incorporates AI-powered technology to enhance our candidate evaluation process. These tools may assist with initial application screening, skills assessment analysis, and identifying candidates whose qualifications align with specific role requirements. While AI technology supports our recruitment workflow, all final hiring decisions remain under human oversight and judgment.

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