Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of acquiring new logos among Tier 3 and Tier 4 US banks and credit unions that are actively pursuing modernization efforts such as core conversions, M&A integration, digital growth, or operational and accounting transformation.

• Develop and sustain a qualified pipeline with precise forecasting and disciplined deal management practices.

• Identify and drive expansion opportunities within existing client relationships as institutions implement Stratum across additional systems, products, or use cases.

• Conduct executive-level discovery with CEOs, CTOs, CIOs, COOs, and their direct reports to identify specific operational constraints, data fragmentation, ledger issues, and risks introduced by complex architectures.

• Position Stratum as a core enablement platform that facilitates parallel modernization for institutions, minimizing risks and enhancing speed to value.

• Manage the sales process from initiation to contract execution, which includes deal strategy, stakeholder alignment, and internal coordination.

• Strategically engage Sales Engineering and Solutions Architecture resources to ensure technical depth supports the deal while maintaining momentum.

• Navigate lengthy, multi-stakeholder sales cycles ranging from 6 to 18 months, maintaining a sense of urgency while adhering to regulatory, procurement, and governance requirements.

• Collaborate closely with Go-to-Market leadership and the COO to refine Ideal Customer Profile definitions, sales strategies, and market messaging based on genuine prospect insights.

• Represent Mascoma Technologies during client meetings, onsite working sessions, and industry conferences, fostering credibility and long-term trust in the marketplace.

⛳️ Requirements

• 5 to 10 years of experience in selling fintech, banking technology, or financial infrastructure solutions to US financial institutions.

• Proven success in selling to banks or credit unions that operate within complex technology environments and regulated models.

• Familiarity with core banking systems and the surrounding ecosystems, including cores, fintech platforms, data layers, and downstream accounting or ledger systems.

• Experience in selling platforms related to core enablement, orchestration, integration, or modernization.

• Demonstrated ability to manage consultative sales cycles involving multiple decision-makers and prolonged evaluation periods.

• Comfort in engaging both executive and technical audiences, with the ability to translate operational and architectural complexities into clear business outcomes.

• Proven track record of closing complex, high-value deals that require trust, credibility, and ongoing relationship building.

• Existing relationships within mid-market banks or credit unions are strongly preferred.

• Strong pipeline management skills and comfort with forecasting in environments where speed is not the primary buying factor.

• Self-motivated, accountable, and comfortable working autonomously in a growing organization.

• Willingness to travel up to 50% for client meetings and industry conferences.

🏝️ Benefits

• Comprehensive health care, dental care, and vision.

• 401(K) Program: 4% safe harbor employer match on top of 5% non-elective contributions after one year of service.

• Generous PTO starting at 22 days per year, in addition to 11 paid holidays and 16 hours of Volunteer Time Off.

• Tuition Reimbursement.

• Student Loan Paydown and much more!