SMB Account Executive
Own full-cycle deals into RIAs, family offices, individual brokers, and small specialist funds.
Sales · San Francisco · In-Office
About the role
SMB is where Caplight's volume engine lives. You will run a full sales cycle, discovery to close, into the RIAs, family offices, individual brokers, and emerging managers subscribing to our data products in growing numbers. The role is transactional in cadence (deals close in weeks, not quarters) but consultative in posture: you are educating each customer on how Caplight changes the way they price, source, and execute on private positions. We are filling two SMB AE roles to keep up with inbound demand and self-serve trial volume from MarketPrice™ and our signals product.
What you will do
- Own full-cycle sales for accounts under $100M in firm AUM or under 10 seats
- Run discovery, demo, pricing, and contract for most deals without a sales engineer
- Convert inbound demo requests and self-serve trial signups from MarketPrice™ and our signals product
- Negotiate one-year and multi-year subscription contracts with standard MSA terms
- Maintain forecast accuracy in Hubspot within ±10% of plan, week over week
- Run multi-week pilots when buyers need to validate data quality before signing
- Refer out opportunities that belong upstream to the Mid-Market or Enterprise teams
What you will bring
- 2–4 years in a full-cycle closing role, ideally at a fintech, financial-data, or wealth-tech company
- Demonstrated ability to close 10–20 deals per quarter at average ACVs in the $15K–$60K range
- Fluency with consultative discovery; you can map a prospect's actual workflow in a 30-minute call
- Comfort with forecasting discipline and weekly pipeline reviews
- Hubspot hygiene by default, not by reminder
- Strong written follow-up: proposals, recap emails, exec summaries
- Located in the SF Bay Area and ready to be in our SF office full-time
Nice to have
- Direct experience selling into RIAs, family offices, or independent broker-dealers
- Familiarity with private markets vocabulary (secondaries, tender offers, GP-led, NAV)
- MEDDPICC, Sandler, or equivalent methodology training
- Fluency with Claude, Hubspot, Slack, Granola, and a modern sales stack
Compensation
Compensation is competitive with software sales, investment banking, and adjacent finance careers. We pay top-of-market for the role.
Specific base, OTE, and variable split are shared during the hiring manager phone screen and reflect level, experience, and interview performance.
About Caplight
At Caplight, we're building the Bloomberg for private markets. Top venture investors rely on Caplight's proprietary data to research and value companies like Anthropic, SpaceX, OpenAI, and Stripe, and use Caplight's marketplace to communicate and trade.
Equal opportunity
Caplight is an equal opportunity employer. We hire without regard to race, color, religion, national origin, sex, sexual orientation, gender identity, age, marital status, veteran status, disability, or any other protected characteristic. If you need an accommodation during the interview process, let us know.
