Enterprise Account Executive

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

📋 Description

• Lead intricate, enterprise-level sales processes (typically lasting 9–12+ months) involving numerous decision-makers and influencers across business, risk, compliance, technology, and executive leadership.

• Take ownership of and coordinate the complete sales process, serving as the overall deal leader and managing cross-functional internal teams including Sales Engineering, Data Science, Product, Legal, and Delivery.

• Formulate and implement account-level strategies for significant, strategic prospects and clients.

• Conduct thorough discovery to comprehend client business models, risk strategies, regulatory limitations, and financial goals.

• Construct and advocate for value-based business cases, clearly articulating ROI, economic impact, and long-term strategic advantages of Provenir’s solutions.

• Engage assertively with C-level executives (CRO, CFO, CIO, COO, Chief Risk / Fraud Officers), positioning Provenir as a long-term strategic partner.

• Navigate intricate buying committees, identifying champions, economic buyers, and potential obstacles, while fostering internal alignment within client organizations.

• Negotiate and finalize enterprise-level, multi-year commercial agreements.

• Maintain a disciplined, high-quality pipeline, prioritizing a select number of high-value opportunities over sheer volume.

• Collaborate closely with Account Management and Delivery teams to ensure a seamless transition post-sale and long-term customer success.

• Accurately forecast, report on pipeline health, and comply with Provenir’s sales processes and governance standards.

⛳️ Requirements

• Over 7 years of experience in enterprise B2B sales, with a proven history of closing complex, high-value deals.

• More than 5 years of experience selling into financial services, preferably within credit risk, fraud, decisioning, analytics, AI/ML, or related fields.

• Demonstrated success in selling complex, technical solutions to large, regulated organizations with fragmented or hybrid technology environments.

• Proven ability to close multi-year enterprise contracts.

• Strong business and financial acumen, capable of translating technical capabilities into quantifiable business outcomes.

• Experience navigating and influencing complex, multi-stakeholder buying processes.

• Ability to establish credibility and trust with senior and executive-level stakeholders.

• Familiarity with structured enterprise sales methodologies (e.g., MEDDICC, Challenger, SPIN, or similar).

• Comfortable managing a select number of strategic opportunities with lengthy decision cycles.

• Excellent communication, listening, and executive-level presentation skills.

• Highly organized, self-motivated, and accountable in a performance-driven sales environment.

• A collaborative team player who thrives in cross-functional, global settings.

• Experience in selling cloud-based and enterprise-grade technology solutions.

• Ability to consult and sell effectively across diverse, multi-cultural financial institutions.

🏝️ Benefits

• Comprehensive health and wellness plans.

• Paid time off.

• Company holidays.

• Flexible and remote-friendly opportunities.

• Maternity/paternity leave.