SMB Account Executive

About ROLLER

ROLLER is a global software-as-a-service company designed to help businesses in the leisure and attractions industry operate more efficiently and deliver great guest experiences. ROLLER helps its customers offer amazing guest experiences through a full suite of venue management features. We are a fast-growing global company with customers in over 30 countries and a wide array of industries like theme parks, museums, zoos, trampoline parks, water parks, aquariums, and wake parks - to name a few!
At the heart of ROLLER is our team - which consists of 200+ highly energetic, driven, intelligent, and humble professionals, all contributing to help build a great and enduring business. We truly believe that the sky's the limit for us, and we are well on our way toward becoming a global success story. But most of all, we love what we do, have a great time doing it, and are looking for like-minded people to join us on this amazing journey!

About the Role

As an SMB Account Executive at ROLLER, you will play a critical role in growing our market share by acquiring and expanding relationships with small and mid-sized businesses in the leisure and attractions industry. You’ll partner with a BDR to generate pipeline, qualify leads, and drive the full sales cycle from discovery to close.

This is an opportunity to accelerate your sales career in a high-growth SaaS company. You will be responsible for consultative selling, uncovering customer needs, and delivering tailored solutions that drive value for our customers. Your success will be measured by your ability to exceed sales targets, build lasting customer relationships, and contribute to ROLLER’s expansion.

What You'll Do

Pipeline Generation & Lead Qualification

• Work inbound leads while also collaborating with your BDR partner to generate a net-new outbound pipeline.
• Identify, research, and qualify prospective customers based on their business needs and potential fit.
• Conduct high-impact discovery calls to understand customer pain points, goals, and decision-making processes.

Consultative Sales & Deal Execution

• Build trusted relationships with SMB customers, positioning ROLLER as a strategic partner.
• Educate customers on the benefits of ROLLER’s solutions and how they align with their business objectives.
• Develop and deliver compelling sales presentations and product demonstrations tailored to each prospect’s needs.
• Own the entire sales cycle, from initial engagement to pricing negotiations and closing deals.
• Effectively handle objections and navigate customer concerns with a problem-solving mindset.

Revenue Growth & Expansion

• Meet and exceed monthly, quarterly, and annual sales quotas.
• Identify upsell and expansion opportunities to increase customer lifetime value.
• Maintain an accurate sales forecast and pipeline using CRM tools (e.g., HubSpot, Salesforce).

Collaboration & Continuous Improvement

• Partner with Marketing and BDR teams to refine outreach strategies and improve lead quality.
• Work closely with Customer Success and Implementation teams to ensure smooth onboarding and long-term success.
• Provide customer feedback to Product and Leadership teams to enhance ROLLER’s offerings.
• Continuously develop your sales skills and industry knowledge to refine your approach.
  

Key Skills & Competencies

• Consultative Selling & Negotiation – Ability to understand customer needs, present compelling solutions, and close deals effectively.
• Pipeline Management & Prospecting – Proactively generate leads, qualify opportunities, and manage a high-volume sales pipeline.
• Customer-Centric Problem-Solving – Strong ability to listen, identify challenges, and position ROLLER as the best-fit solution.
• Strong Communication & Influence – Ability to engage and persuade stakeholders at all levels, from frontline operators to business owners.
• Data-Driven Decision Making – Use metrics and insights to guide prospecting efforts and optimize sales performance.
• Time Management & Prioritization – Ability to juggle multiple deals simultaneously, managing priorities effectively.
• Adaptability & Resilience – Thrive in a fast-paced, dynamic environment, learning from feedback and continuously improving.

What You Bring

• Proven experience in B2B sales, preferably in SaaS, hospitality, or venue management industries.
• Strong track record of hitting and exceeding quota in a sales-driven environment.
• Consultative sales experience, with the ability to tailor solutions based on customer needs.
• Ability to manage the full sales cycle, from prospecting to closing deals.
• Experience working with CRM tools (e.g., Salesforce, HubSpot) and other sales engagement platforms.
• Technologically savvy and comfortable learning new software.
• A self-motivated, competitive, and goal-oriented mindset.

Preferred Skills (Not Required but a Plus!)

• 2+ years of SaaS sales experience, especially in SMB or mid-market segments.
• Experience selling software to leisure, attractions, or hospitality businesses.
• Familiarity with outbound prospecting and cold outreach strategies.
• Proven success in exceeding quotas and being a top performer.
  

Why Join ROLLER?

• Work on a product customers love – Check out our G2 and Capterra reviews!
• Competitive compensation and career growth opportunities in a fast-growing SaaS company.
• Flexible work environment, including a hybrid model (Austin, TX).
• PTO, sick days, and paid US holidays.
• 4 ROLLER Recharge days per year (company-wide time off to reset).
• 16 weeks paid parental leave for primary caregivers, 4 weeks for secondary caregivers.
• 401(k) plan with a 100% match on contributions up to 5%.
• Health & wellness benefits, including free medical insurance.
• Company culture that values collaboration, innovation, and fun.

What You Can Expect

1. Initial call with our Talent Acquisition Manager
   You'll have an initial call with our Talent Acquisition Manager to chat through some of your experience to date, salary expectations and you can check off any initial questions you might have.
2. Interview with the Hiring Manager
   You'll get to meet with the hiring manager to learn more about the role & ROLLER whilst also talking through your experience in more detail.
3. Sales Case Study
   You will demonstrate your ability to develop a quantitative Return on Investment (ROI) presentation for a prospective customer
4. Team Interviews
   This is where you will get to meet our wider ROLLER team to do a 'vibe check' on us to make sure our culture & vibe meet what you are looking for!
5. Role Play Presentation
   This is where you will get to assemble all you have learned during the interview process for a discovery call and presentation.
6. Offer
   If all lights are green and the fit feel right, we'll conduct reference checks and you'll receive an offer to join!

Successful applicants will be required to complete a background check (including criminal history) prior to commencement of employment
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