Commercial Account Executive - SMB

About the team

Our SMB Sales team plays a critical role in driving HackerRank’s growth by partnering with small and scaling companies that are building technical teams. The team operates in a fast-paced, high-volume environment and works closely with Marketing, Customer Success, and Product to help customers see value quickly.

You’ll join a collaborative, globally connected commercial team with teammates across AMER, EMEA, and APAC.

About the role

As an SMB Account Executive, you will own the full sales cycle for small and growing businesses between 10-100 Employees, from initial outreach through close. This role is well suited for either:

• An experienced SMB seller who thrives in a high-velocity sales motion, or
• A top-performing SDR ready to step into their first closing role with structured coaching and support.

You’ll develop strong discovery, demo, and closing skills while helping customers reimagine how they hire technical talent using HackerRank’s developer skills platform. This role offers clear growth opportunities as you build consistency and mastery in your sales motion.

What you’ll do

• Own the end-to-end sales process for SMB accounts, from prospecting and discovery through negotiation and close.
• Manage a high-volume pipeline with shorter sales cycles and multiple opportunities at once.
• Conduct thoughtful discovery to understand customer hiring challenges and align HackerRank’s solutions to their needs.
• Deliver structured, repeatable product demos tailored to SMB customers and use cases.
• Consistently meet or exceed monthly and quarterly sales targets.
• Maintain accurate pipeline management and forecasting using Salesforce and other sales tools.
• Learn from coaching and feedback, continuously improving your sales approach.
• Share customer insights and feedback with internal partners to help inform product and go-to-market improvements.

You will thrive in this role if

• Are motivated by learning, growth, and developing excellence in sales.
• Enjoy a fast-paced, high-energy environment with clear goals and metrics.
• Are coachable and eager to apply feedback to improve performance.
• Take ownership of outcomes and are resilient when facing objections or setbacks.
• Value collaboration and enjoy working cross-functionally.

What you will bring

• 1–3 years of experience in a sales role, including:
  • SMB Account Executive experience or
  • Top-performing SDR/BDR experience with consistent achievement against targets.
• Demonstrated ability to hit or exceed KPIs/goals/quota, with metrics to support your performance.
• Exposure to a structured sales process or methodology (e.g., MEDDIC, SPIN, Challenger), or strong interest in learning one.
• Strong communication skills, with the ability to engage both technical and non-technical stakeholders.
• Comfort managing multiple deals at different stages of the funnel.
• Familiarity with CRM tools such as Salesforce and sales engagement platforms.
• Bachelor’s degree or equivalent practical experience preferred.

What you will also bring

• Grit - You have the perseverance and resilience to navigate challenges, stay persistent in solving customer problems, and push forward to deliver meaningful outcomes.
• Curious - You constantly seek to understand your customers’ goals, challenges, and industry trends, asking insightful questions that uncover opportunities.
• Relationship-Oriented - You build deep, meaningful connections with customers, acting as a trusted partner who is invested in their long-term success.
• Strong Communicator - You can articulate complex ideas clearly, tailor messaging to different audiences, and engage effectively with both customers and internal teams.
• Expert - You develop a deep understanding of HackerRank’s platform, industry best practices, and customer use cases to provide high-value strategic guidance.
• Organized - You manage multiple accounts, track key milestones, and maintain up-to-date reporting, ensuring customers receive proactive, structured engagement.
• Collaborative - You work seamlessly across teams, bringing together Customer Account Teams, Product, and Marketing, etc., to meet customer needs.
• Successful - You are results-driven, focused on customer outcomes, and take pride in achieving high sales metrics.

This sales role is eligible for incentive-based pay. Annual total potential earnings, including base salary and incentive-based pay, $100,000 to $110,000 (based on quota attainment). The exact salary may vary based on skills, experience, location, market ranges, and other compensation. The salary range does not include other compensation components, commission (for sales-related roles), bonuses, or benefits for which you may be eligible. Salary may be adjusted based on business needs.