Enterprise Account Executive

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

📋 Description

• Promote Optro’s AI-driven GRC Intelligence Platform to large publicly traded and private enterprises.

• Carry out end-to-end sales processes, which include territory planning, pipeline development, and advancing opportunities to closure.

• Enhance opportunities within both existing and new customer accounts through cross-selling, upselling, and acquiring net-new clients.

• Plan and execute multi-faceted platform sales across various business units and economic decision-makers.

• Collaborate with Chief Compliance Officers, Chief Accounting Officers, Chief Financial Officers, Chief Information Officers, Chief Technology Officers, Executive Vice Presidents, and Senior Vice Presidents to create customized solutions.

• Recognize prospect challenges and inform them of Optro’s value and unique advantages.

• Demonstrate the product through video calls and in-person meetings.

• Assist prospects throughout the sales journey with 25%-30% travel for client and partner meetings, events, and conferences.

• Co-develop solutions and business cases to encourage organizational support and adoption.

• Collaborate with Sales Development Representatives, Business Development Representatives, Product Solutions, and Value Architects to meet sales objectives.

• Work in partnership with Implementation and Customer Success teams to assist customers and set realistic expectations.

• Build relationships within the Big 4 and boutique firm partner ecosystem for business development.

• Participate in industry events to grow professional networks and establish thought leadership.

⛳️ Requirements

• Senior Manager or above in a Risk Advisory practice (risk management, internal audit) at a Big 4 firm, OR 7+ years of sales experience with a minimum of 4 years in selling enterprise/B2B SaaS solutions.

• Ranked in the top 10% of sales professionals in your current position.

• Proven history of surpassing quarterly and annual sales targets ranging from $1.3M to $1.7M.

• Experience with deal sizes and sales cycles that align with the targeted segment.

• Demonstrated capability to navigate intricate SaaS transactions.

• Ability to clearly articulate product and service differences and effectively position them against competitors.

• Strong executive presence.

• Proficient in MEDDICC/MEDDPICC sales methodologies.

• Open to coaching, eager to learn, collaborative, and relationship-focused.

• Exceptional listening, negotiation, and presentation abilities.

• Capable of thriving in a fast-paced and ever-evolving environment.

• Bachelor’s degree or equivalent experience is mandatory.

• Must reside in California.

• Background check is required.

🏝️ Benefits

• $200/month LYBL benefit for any personal enhancement.

• Comprehensive health insurance coverage for employees.

• 401(k) plan with company matching.

• Competitive salary and bonus structure.

• Flexible vacation policy (exempt) / Accrued vacation (non-exempt).

• Time off for birthdays and volunteering activities.

• Employee resource groups available.

• Opportunities for team and company-wide gatherings.

• Parental leave offered.

• Professional development and mentorship opportunities provided.

• Career advancement prospects at a rapidly growing SaaS company.