Enterprise Account Executive

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

📋 Description

• Take ownership of enterprise new ARR and fulfill the annual bookings commitment.

• Formulate named-account strategies that encompass organizational structure, business priorities, regulatory pressures, incumbent solutions, competitive positioning, stakeholders, and entry pathways.

• Generate an enterprise pipeline within a designated portfolio of high-value accounts.

• Manage opportunities from the initial engagement stage through discovery, evaluation, security and diligence, business case development, procurement, negotiation, and final signature.

• Cultivate executive and multi-threaded relationships across compliance, business, technology, and economic-buyer stakeholders.

• Position RiskExec as a platform that integrates HMDA, CRA, Fair Lending, Redlining, Fair Servicing, and AI-enabled capabilities.

• Formulate commercial strategies and negotiate aspects such as packaging, sequencing, stakeholder engagement, and internal resource utilization.

• Keep the current opportunity structure, stakeholder maps, next steps, and closure dates updated in HubSpot.

• Stay strategically engaged post-handoff where executive relationships, expansion strategies, or commercial actions necessitate it.

• Acquire a working understanding of Integrity, RiskExec’s AI-native module, including its data, outputs, and human-review controls.

• Incorporate Integrity into model-risk-management and third-party AI-governance diligence.

• Address questions regarding data handling, explainability, and human review with technical and legal stakeholders.

• Direct definitive commitments to Product or Legal and communicate enterprise objections to Product.

• Segment the portfolio and concentrate company resources on accounts with significant potential.

• Develop strategic account plans and customer-specific hypotheses prior to outreach.

• Rigorously qualify and disengage from opportunities that lack a credible path to decision-making.

• Build quantified business cases focused on risk reduction, operational efficiency, analytical capability, and customer value.

• Navigate security, legal, procurement, and AI-governance diligence while maintaining commercial momentum.

• Engage executives, Product, Solutions, Customer Success, and subject-matter experts as appropriate.

• Maintain evidence-based forecasts that include transparent risks, dependencies, and subsequent actions.

• Utilize Waypoint, Clay, LinkedIn Sales Navigator, Nooks, Claude, and HubSpot Notetaker for account research, outbound efforts, call preparation, and CRM updates.

• Collaborate with BDR, Marketing, Product, Solutions, Security, Legal, Customer Success, and Executive Leadership.

• Establish disciplined customer handoffs and selectively advance strategic commercial opportunities.

• Performance will be assessed based on enterprise ARR, quota attainment, qualified pipeline, account penetration, conversion rates, forecast accuracy, and sustainable customer relationships.

⛳️ Requirements

• 7+ years of proven success in quota-carrying B2B software or technology sales, including significant enterprise responsibility.

• Established track record of closing complex, multi-stakeholder opportunities with substantial contract values and lengthy buying processes.

• Demonstrated capability to create an enterprise pipeline through account development, executive networking, referrals, and disciplined outbound efforts, not solely reliant on inbound or SDR-generated opportunities.

• Strong skills in account planning, discovery, negotiation, and executive presentation.

• Experience with navigating security, legal, procurement, and other enterprise diligence processes.

• Solid commercial judgment and a history of accurate forecasting.

• Ability to understand complex regulatory and technical concepts and communicate them credibly without overstating expertise.

• Proficient in HubSpot or a similar enterprise CRM, and daily utilization of AI research and outbound tools in the sales process.

• Willingness to travel for high-value customer meetings and industry events.

• Preferred: Experience selling to banks, credit unions, lenders, or other regulated financial institutions.

• Preferred: Background in RegTech, lending technology, data/analytics, governance, risk, or compliance software.

• Preferred: Familiarity with HMDA, CRA, Fair Lending, model governance, or related compliance areas.

• Preferred: Direct experience with Claude, Clay, Nooks, LinkedIn Sales Navigator, or similar tools in daily outbound and account research workflows.

• Preferred: Experience in selling enterprise platforms with multiple modules, use cases, and expansion opportunities.

• Preferred: Experience competing against established incumbents and displacing legacy workflows or consultants.

🏝️ Benefits

• A competitive compensation package with a 50/50 base and variable split.

• Group health, dental, and vision plans.

• 401(k) with company match.