Senior Account Executive, SMB

Most sales jobs are a career tax.

You show up, you hit your number, and at the end of the year you realize the company took more than it gave. Half your time went to prospecting leads that never should have been yours to chase. The product couldn’t be defended. Leadership held meetings instead of coached. And the year you finally crushed it, someone with a spreadsheet quietly “adjusted” the comp plan.

We built the opposite of that. And this seat is a specific kind of role: a pure closer.

The setup

Qualified meetings land on your calendar. Your one job is to close them.

No prospecting. No cold outreach. No pipeline building. We have spent years building the brand, and demand generation engine that fills your calendar with skilled trades owners who are ready to talk. You do not have to go find them.

The bar: 75% close rate on qualified opportunities.

That is what world-class looks like in this seat. If that number makes you lean in, keep reading. If it makes you nervous, this isn’t the role. This is not a seat for someone who wants to be competent. It is a seat for someone who wants to be one of the best closers in the country and has the track record, the discipline, and the obsession to prove it.

About Yellowstone Local

Yellowstone Local is the recruiting partner for skilled trade companies. We help HVAC, plumbing, electrical, and other blue-collar businesses hire better people with systems that work.

We are not a staffing agency, and we do not charge big placement fees. We run the full recruiting engine for our clients, then hold the line on process so hires actually happen.

We are profitable, cash flow positive, and built to scale. We carry no debt. We have no private equity involvement. The decisions that shape this company are made by the people running it — not by outsiders with a spreadsheet chasing a liquidity event.

Fully remote team. High accountability. Low drama.

Why this role exists

Every day a skilled trades business has an open role, it loses money. Owners come to us ready to solve that problem. Our marketing, our brand, and our reputation have done the work of bringing them to the table.

What that pipeline deserves now is a world-class closer. Someone who can sit across from a plumbing or HVAC owner, run a disciplined diagnostic process, uncover what’s actually going on in their business, anchor the value of what we do, and win the deal at a rate most AEs dream about.

We are not hiring a full-cycle AE. We are hiring the best SMB closer we can find. If you’ve always wondered what your close rate would look like if you weren’t splitting your time hunting, this is your chance to find out.

What we value in this seat

We hire for mindset, skill, and track record , in that order. You don’t have to be perfect on day one, but you must come in strong and learn fast.

Obsession with the craft of closing

You want to be one of the best closers in the country. You study your calls, review your film, read the books, run the reps, and refine. You treat diagnostic selling like a martial art. You aren’t waiting for a manager to tell you to get better. You’re already on it.

Proven track record with receipts

You’ve produced at a President’s Club level, and you can walk through the specifics: your close rate on qualified opportunities, your top three deals, your activity metrics, your lost-deal reasons. You’ve sold to SMB owner-operators, not enterprise buying committees, and you know the difference. If your numbers don’t hold up to specific questions, this won’t be the right seat.

Diagnostic sales mastery

You run a structured process: set the frame, earn the right to ask questions, uncover pain and motivation, anchor value, handle objections cleanly, and ask for the business. You prepare for every call with a written plan. You don’t wing it. Ever. A 75% close rate is not luck; it is the output of a process you have sharpened over years.

Work ethic to match the ambition

You will work 50+ hours most weeks, plus personal development hours on top. Not because anyone is making you, because that’s what becoming elite costs. You are not a clock-watcher. You stop when the work is done and done well.

Attention to detail and CRM discipline

Your CRM is updated end-of-day, every day. Your notes are clean, your next steps are documented, and your forecast reflects reality within 5 to 10 percent by mid-quarter. Sloppiness is not a style here.

Low ego, high ownership

When a deal dies, you own it. No blaming the lead, the price, or the product. You take coaching without getting defensive. You share what’s working instead of hoarding it. You make the people around you better.

What you’ll do

• Take qualified meetings. Delivered to your calendar by our team. Your job starts when the meeting starts.

• Run a disciplined diagnostic. Every call. Set the frame, uncover pain, anchor value, handle objections, ask for the business.

• Prepare like a professional. Written call plans before every meeting. Pre-call research. Post-call notes.

• Multi-thread to close. Pull in the spouse, the ops manager, the business partner when the deal requires it. Single-threaded deals die.

• Create compelling events. SMB deals die from stalling. You build momentum into every close; you don’t wait for it.

• Keep the system clean. CRM updated end-of-day. Accurate forecasts. Clean handoffs to onboarding.

• Invest in your craft. Weekly call reviews, coaching, and training. You treat sales like a profession, not a job.

• Hit the bar and raise it. 75% close rate on qualified opportunities is the target. Elite performers raise the bar for the whole team.

What we offer you

Qualified meetings. No prospecting.

• Your calendar is filled with qualified opportunities booked by our team.

• You are not building pipeline. You are not cold calling. You are not chasing leads.

• You do one thing: close. That is the whole seat.

Comp that rewards winning

• Top-of-market base plus uncapped commission.

• Real accelerators past quota — outperformance actually pays.

• We do not recut comp plans on top performers. If you win, you get paid what you earned.

Benefits that actually matter

• Blue Cross Blue Shield medical insurance, strong plan coverage.

• Flexible PTO (typical 12 to 15 days).

• Standard holidays, plus two weeks off at the end of the year (coordinate coverage).

• 12-week parental leave.

• Fully remote.

No debt. No PE. No outside agendas.

• We carry no debt and have no private equity involvement.

• Our strategy is not dictated by investors chasing a short-term outcome.

• Your comp plan, your leadership, and your playbook aren’t going to flip overnight because someone bought the company.

A product you’ll be proud to sell

• We solve the biggest problem facing the skilled trades industry.

• We have a strong brand. You won’t spend half your calls explaining who we are.

• We do what we say. We back our offer with measurable, defensible results.

• Customer outcomes speak for themselves. You’ll sell with conviction because the results are real.

Operations that let you close

• Pipeline that exists, is qualified, and is working.

• Support functions that do their jobs so you can do yours.

• Post-sale delivery that honors what you sold — so you build referrals, not cleanup work.

• Your time is protected for what you are elite at: the close.

Leaders worth learning from

• Proven sales leadership with real track records.

• Active coaching, film review, and honest feedback — not just weekly pipeline inspection.

• Direct access. No bureaucracy between you and the people who can unblock a deal.

A mission that matters

• Our customers are blue-collar business owners building real companies.

• When you close a deal, a family business gets better. Owners get their weekends back. Employees get more stable jobs.

• That weight behind every call is something SaaS-for-SaaS-sake companies can’t offer.

Who this is for

This role fits someone who is:

• Obsessed with becoming one of the best closers in the country.

• Energized by the 75% close rate bar, not intimidated by it.

• President’s Club-caliber, with specifics to back it up.

• Happier closing 100 qualified meetings than prospecting 1,000 cold leads.

• Willing to put in 50+ hours plus personal development time, sustained.

• Disciplined about preparation and coachable on process.

• High drive for attention to detail — including end-of-day CRM hygiene.

• Low ego on losses. High ownership on outcomes.

• Direct, calm, and comfortable leading a room full of business owners.

This is not for you if

• You want to spend your time prospecting, cold calling, or building pipeline. That work is already done for you here.

• A 75% close rate target makes you anxious rather than excited.

• Your close rate claim falls apart under specific questioning.

• You job-hop every 12 to 18 months without a clear reason.

• You need soft goals, a cushioned quota, and a friendly pipeline review every other week.

• You can’t sustain 50-hour weeks of focused, high-quality closing work.

Compensation and benefits

Compensation

• Base salary: $75,000

• Variable: uncapped commission tied to closed revenue, with real accelerators past quota

• Target OTE: 75/75 150k Total with meaningful upside above target for top performers

• Ramp support in your first quarter so the transition isn’t a gamble

Benefits

• Blue Cross Blue Shield medical insurance, strong plan coverage

• Flexible PTO (typical 12 to 15 days)

• Standard holidays

• Two weeks off at the end of the year (coordinate coverage)

• 12-week parental leave

• Fully remote

Yellowstone Local is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment regardless of race, color, religion, gender, gender identity, sexual orientation, national origin, genetics, disability, age, or veteran status.

Must-have

• 3+ years as an Account Executive closing SMB deals

• Demonstrable close rate on qualified opportunities — with specifics you can defend in detail

• President’s Club-caliber track record — top 10–20% across multiple quarters or years

• Experience running a diagnostic sales methodology (Sandler, SPIN, MEDDIC, or similar)

• Track record of consistently hitting and exceeding an individual revenue quota

• Strong written communication (you will live in Slack, HubSpot, and email)

• Competence with modern SaaS tools (CRM, sales engagement, async workflows)

Strongly preferred

• Experience selling to home service, construction, or blue-collar SMBs

• Experience selling to owner-operator buyers (not enterprise committees)

• Prior experience in a closer-focused seat where pipeline was provided

• Familiarity with the recruiting, staffing, or hiring space

Core competencies

• Obsession with the craft of closing

• Process discipline under pressure

• Diagnostic listening and frame control

• Value anchoring and closing at high conversion rates

• CRM hygiene and forecast accuracy

• Coachability without defensiveness

• Low-ego accountability

Work environment & expectations

• Remote role with structured accountability

• High performance expectations and direct feedback

• Measured on close rate, revenue, and forecast accuracy

• 50+ hour work weeks as the baseline, plus personal development