Typical comp shape
SMB account executives usually earn rsu + commission. Common employers include HubSpot, Zoom, Monday.com. SMB AE equity grants are smaller than enterprise, so ESPP participation often outweighs RSU value in total equity stack.
What Virginia changes
In Virginia, every RSU vest, NSO exercise, and ESPP purchase carries 5.75% state tax on top of federal. For a senior smb account executive with $300k+ of equity income, the state layer routinely adds $25-45k to the annual bill.
Planning cadence
For a smb account executive in Virginia, the three planning windows are: after each RSU vest (withholding check and sell-vs-hold), before any ISO exercise (AMT model at federal only), and in Q4 (estimated tax top-up to clear the safe harbor).