Velocity (SMB) Account Executive

Role Details Location: This role is based 2 days per week out of our San Francisco, HQ and is not eligible for full-time remote work. Compensation: The annual OTE for this role is $136,000-$151,500 USD in addition to equity and benefits. The range displayed on this job posting reflects the minimum and maximum target depending on the location of each candidate. In addition to location, other factors including level, job-related knowledge, skills, and experience will determine compensation. About Gem Gem is the only AI-first all-in-one recruiting platform. It brings together your ATS, CRM, sourcing, scheduling, and analytics — plus 800+ million profiles to source from — with AI built into every workflow. By eliminating the headaches of juggling multiple tools, Gem helps customers boost recruiter productivity by up to 5x while saving 30-50% on technology costs. Over 1,000 organizations — from startups to industry leaders like Zillow, DoorDash, and Asana — trust Gem to fuel their growth. With an industry-leading 4.8/5 rating on G2, Gem is the platform recruiters actually love to use. Gem has raised $148M from renown investors including Accel, Greylock, ICONIQ, Sapphire, and Meritech. With Gem, you can experience the power of a truly connected recruiting platform — one consistent interface, unified data, smarter AI recommendations, and simplified permissions. Our customers achieve remarkable results. Just as we strive to help our customers find great talent, we also invest in our own people and culture. We are proud of the culture we’ve built and have recently been recognized as: Forbes America's Best Startup Employers 2025 Great Place to Work Certified, 2024 Fortune Best Workplaces for Millennials, 2023 The Team & Role The Gem team is on a mission to improve the lives of talent acquisition professionals everywhere. We are passionate about helping leaders get the insights they need and allowing recruiters to automate the tedious parts of their work so they can spend time on what matters to them most. Gem is experiencing incredible growth and to accelerate even faster we need sellers to bring in new SMB logos. We are seeking a passionate entrepreneurial sales professional with demonstrated success opening new opportunities via outbound prospecting, managing a sales pipeline and closing new business. As a SMB (Velocity) Account Executive, you will schedule demos with prospective customers, qualify opportunities, and close business under the guidance of Gem’s Head of Commercial Sales. What You’ll Do Day-to-Day: Bring a positive, team-centric mindset to contribute to making Gem an exceptional place to work Research, identify, and engage high growth prospects to build and manage a sales pipeline — this is a full cycle sales role where no task is too small or too large when it comes to closing your opportunities Prospect into warm and cold accounts to create new business opportunities with SMB companies Close new SMB business with a high velocity Identify and close up-sell/cross-sell/expansion opportunities Customer centric approach focused on building and maintaining value-driven relationships with key customers, from senior leaders to individual contributors Gather and distribute product feedback from customers and prospects to the sales and product teams to help us continually enhance our product offerings. About You: 1-3 years experience in a sales, renewal, or business development experience Ideally 1+ years of closing experience Experience selling software to startups or selling recruiting or HR technology solutions is preferred but not required You’re a curious listener with a clear verbal and written communication style You have a strong understanding of business value and the ability to explain concepts in simple terms Demonstrated ability to generate sales pipeline and exceed sales targets in an inside sales setting Willingness to work in a true startup environment and take on new and unexpected cha ... (truncated, view full listing at source)