Enterprise Account Executive
$120,000–$150,000 year
RemoteUnited States
Job Summary
Execute full-cycle sales for Optro's AI-powered GRC Intelligence Platform to large publicly traded and private organizations, managing high-value accounts and closing game-changing deals with C-level executives at Fortune 500 companies. Strategize multi-pillar platform sales across multiple business units and economic buyers, collaborating with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions. Identify prospective customers' pain points, educate them on Optro's value, and guide prospects through the sales process via video conference or onsite meetings, including 25%-30% travel for client and partner engagements. Work closely with SDRs/BDRs, Product Solutions, and Value Architects to achieve sales goals, while co-creating business cases to enable stakeholder adoption. Develop the partner ecosystem with Big 4 and boutique firms to aid business development efforts. This role requires a Senior Manager or higher in a Risk Advisory practice or 7+ years of enterprise B2B SaaS sales experience, with a track record of exceeding $1.3M-$1.7M quotas. Based in California, this position offers competitive compensation, bonuses, and comprehensive health coverage.
Required Qualifications
- Senior Manager or higher in a Risk Advisory practice (risk management, internal audit) of a Big 4 firm
- 7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions
- Ranked among the top 10% of salespeople in your current role with a consistent track record of exceeding quarterly and annual quotas that reach above $1.3M-$1.7M
- Proven ability to successfully navigate complex SaaS deals, articulate the distinct aspects of products and services, and position them against competitors
- Strong executive presence
- Skilled in utilizing MEDDICC/MEDDPICC sales methodology
- Bachelor's degree or equivalent experience
- Must be able to work in a fast-paced and rapidly changing environment
- Must be based in (California)
- 25%-30% travel
Desired Qualifications
- Coachable, willing to learn, collaborative, and great at building relationships
- Excellent listening, negotiation, and presentation skills
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