The Regional Account Executive, SMB is a quota-carrying sales professional responsible for acquiring new small and medium-sized business customers within an assigned territory. The role builds pipeline, conducts consultative discovery, connects Relias solutions to customer priorities, and manages the full sales cycle from prospecting through negotiation and close. Success requires disciplined territory execution, consistent CRM practices, value-based selling, and effective partnership across the revenue organization. 
WHAT YOU’LL BE DOING:Territory and Pipeline DevelopmentDevelop and execute a territory plan that prioritizes market opportunity, target accounts, pipeline creation, and attainment of assigned bookings goals. Generate self-sourced pipeline through disciplined prospecting, referrals, events, partner channels, and coordinated campaigns. Maintain sufficient pipeline coverage and accurate account, contact, activity, and opportunity data in Salesforce. Consultative Sales ExecutionLead discovery that identifies customer needs, business impact, decision criteria, stakeholders, timeline, and budget. Position Relias solutions through relevant demonstrations, business cases, and value-based recommendations. Use the established sales process and qualification methodology to advance opportunities with clear customer commitments and next steps. Commercial and Forecast DisciplineDevelop proposals and lead pricing, negotiation, and contracting in accordance with approval requirements. Maintain evidence-based opportunity stages, close dates, risks, and forecast calls. Identify deal risks early and engage leadership or specialists appropriately. Customer and Cross-Functional PartnershipCoordinate with Sales Development, Marketing, Solutions Consulting, Customer Success, Legal, Finance, and Revenue Operations to improve customer experience and execution. Ensure clear and accurate handoffs following sale. Continuous Learning and Technology AdoptionBuild product, industry, competitive, and commercial knowledge through ongoing learning and coaching. Use approved AI, CRM, sales-engagement, and revenue-intelligence tools to improve research, preparation, productivity, and execution while applying sound judgment. 
