Senior Account Executive, Billing

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

📋 Description

• Drive enterprise growth within Zone & Co's Billing Segment.

• Take ownership of ARR targets for enterprise opportunities ranging from $200K–$1M+ ACV across sales cycles of 6–12+ months.

• Lead intricate, multi-threaded enterprise sales campaigns while fostering relationships with executive buyers, technical evaluators, and business stakeholders.

• Conduct consultative discoveries to address challenges related to billing, revenue recognition, and financial operations.

• Construct business cases and ROI models tailored for CFOs, finance leaders, procurement teams, and executives.

• Oversee the entire enterprise sales cycle, engaging executives, validating solutions, conducting security reviews, negotiating procurement and legal terms, and executing contracts.

• Collaborate with Solution Consultants on customized demonstrations and proof-of-concepts.

• Navigate procurement processes, RFPs, security assessments, and contract negotiations alongside Legal, Finance, and Deal Desk teams.

• Implement MEDDPICC or a similar methodology for qualifying, managing, and closing opportunities.

• Develop strategic account plans, stakeholder maps, competitive positioning strategies, and multi-quarter pipeline plans.

• Ensure pipeline visibility, accurate forecasting, and maintain Salesforce CRM hygiene.

• Cultivate relationships with customer champions to support internal consensus.

• Work in partnership with Alliance and Partner teams, systems integrators, ERP partners, and consulting firms.

• Share valuable market insights, competitive intelligence, and customer feedback with Product and Marketing teams.

• Ensure adherence to regulatory, compliance, and ethical standards.

• Generate and qualify leads through outbound prospecting, networking, and building partner relationships.

⛳️ Requirements

• A Bachelor's degree in Business, Finance, or a related discipline.

• Over 5 years of proven success in exceeding $1M+ net-new ARR quotas in enterprise SaaS sales.

• Experience in managing 6–12+ month enterprise sales cycles that involve complex, multi-stakeholder deals valued between $200K and $1M+ ACV.

• Background in selling to the Office of the CFO, ideally with solutions associated with billing, subscription management, revenue recognition, payments, ERP, or financial operations.

• Proven track record of engaging with executive buyers, including CFOs, VPs of Finance, Controllers, and leaders in Revenue Operations.

• Proficient in utilizing MEDDPICC or a comparable enterprise sales methodology.

• Experience navigating enterprise procurement processes, RFPs, security reviews, and legal contract negotiations.

• Ability to create and substantiate ROI-driven business cases for essential enterprise software investments.

• Familiarity with billing, subscription management, revenue recognition, or financial operations technology.

• Strong executive presence along with excellent communication, presentation, and negotiation skills.

• Capability to build consensus among finance, IT, operations, and executive stakeholders in large enterprise accounts.

• Experience with Salesforce (SFDC), Gong, and other enterprise sales enablement tools.

• Openness to travel for executive meetings, customer engagements, and industry events.

🏝️ Benefits

• Incentive compensation target that matches base salary.

• Equity opportunities.

• Fully remote work environment.

• High-trust flexibility and autonomy in the workplace.

• Global teamwork atmosphere.

• Benefits that support life beyond the screen (specific offerings can be found on the company careers page).