Strategic Account Executive

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

📋 Description

• Take ownership of the complete enterprise sales cycle for strategic accounts within the North American market, starting from initial engagement to closing and expansion.

• Generate new revenue by acquiring and nurturing high-value enterprise accounts that align with Omilia's Ideal Customer Profile across sectors like banking, healthcare, insurance, and utilities.

• Establish and nurture executive-level relationships (C-suite, VP of CX, VP of IT, COO) within targeted accounts, positioning Omilia as the preferred partner for AI-powered contact center automation.

• Formulate and implement account strategies, territory plans, and pipeline forecasts that meet or exceed both quarterly and annual revenue objectives.

• Serve as the primary commercial authority for your accounts, coordinating cross-functional resources — Solution Consulting, Professional Services, Customer Success, Legal — to guarantee successful outcomes.

• Represent the voice of the customer internally, offering market and competitive insights to product, marketing, and leadership to shape go-to-market strategies.

• Identify and qualify enterprise opportunities through a mix of outbound efforts, partner referrals, marketing-generated leads, and executive networking.

• Create and maintain a self-generated pipeline that covers 3–4x quarterly quota, with a disciplined focus on ICP accounts in banking, insurance, healthcare, and utilities.

• Analyze target accounts across various buying centers (CX, IT, Operations, Procurement, Finance) to identify optimal entry points for executive engagement.

• Utilize intent data, industry event schedules, and partner ecosystems (system integrators, CCaaS vendors) to pinpoint in-market opportunities at the earliest possible stage.

• Develop and execute quarterly territory plans, aligning prospecting efforts with revenue objectives and reporting progress to the VP of North American Enterprise Sales.

• Lead structured discovery sessions to identify prospect pain points, map decision-making processes, and establish compelling business cases tied to measurable ROI.

• Convert prospect challenges (containment rates, AHT, agent attrition, digital deflection) into quantified value narratives anchored to Omilia's platform outcomes.

• Present Omilia's complete portfolio — OCP, miniApps, Diamant, Pathfinder, CoPilot, Agentic Self-Learning — in relation to each prospect's specific automation maturity and technology stack.

• Facilitate executive alignment sessions, which include live demonstrations, proof-of-concept scoping, and outcome-focused business reviews, in collaboration with Solution Consulting.

• Identify opportunities for competitive displacement where prospects are currently using legacy IVR, competing conversational AI platforms, or in-house NLU solutions.

• Create and present executive-level proposals, RFP responses, and solution overviews in partnership with Solution Consulting and Pre-Sales Engineering.

• Manage complex, multi-stakeholder sales cycles (typically lasting 6–18 months) involving procurement, IT, legal, compliance, and CX/operations teams.

• Coordinate internal deal teams — Pre-Sales, Legal, Deal Desk, Finance — to structure proposals that satisfy prospect requirements while safeguarding Omilia's margin and risk posture.

• Navigate procurement and vendor assessment procedures, including security reviews, RFP/RFI responses, and SOC 2 / HIPAA / PCI-DSS compliance questionnaires.

• Build and sustain multi-threaded relationships at each strategic account, ensuring that no deal relies solely on a single sponsor or champion.

• Proactively identify and address deal-level challenges — budget cycles, transitions of internal champions, competitive re-evaluations — through stakeholder engagement and innovative commercial structuring.

• Negotiate commercial terms, contract structures, and SLA agreements in line with Omilia's pricing and deal desk guidelines.

• Design multi-year, value-based subscription and platform agreements that align with prospect ROI expectations and Omilia's ARR growth goals.

• Collaborate with Deal Desk and Legal on Master Services Agreements, DPAs, and order forms, ensuring commercial efficiency without exposing Omilia to unacceptable contractual risks.

• Use discretion on discounting, payment terms, and contract flexibility within approved guidelines, escalating to VP-level for exceptions when necessary.

• Keep accurate and current opportunity and account data in CRM (Salesforce), including pipeline stage, close dates, deal size, and activity logs.

• Provide a thorough, data-supported weekly forecast to the VP of North American Enterprise Sales, with clear risk and upside commentary for each opportunity.

• Contribute to monthly and quarterly business reviews with pipeline trend analysis, competitive insights, and win/loss learnings.

• Ensure all discovery, demo, and negotiation activities are logged in Salesforce in real-time to facilitate accurate territory and business planning.

• Collaborate with Customer Success and Professional Services during handoff to ensure a seamless transition and establish a foundation for long-term account growth.

• Identify and cultivate upsell and cross-sell opportunities within the existing customer base, increasing account ARR through the adoption of additional Omilia miniApps, modules, and services.

• Conduct periodic strategic account reviews with key customers, showcasing new capabilities (Agentic Self-Learning, Pathfinder, CoPilot) as the customer's automation roadmap evolves.

• Act as the executive sponsor and internal advocate for strategic accounts, ensuring that post-sale commitments are fulfilled and renewal risks are identified and addressed early.

• Participate in field marketing events, industry conferences (e.g., CCW, CX Summit, Money 20/20), and executive briefings to enhance brand presence and generate pipeline.

• Represent Omilia's thought leadership on conversational AI, CX automation, and voice biometrics during prospect and partner engagements.

• Provide competitive and market intelligence back to Product, Marketing, and Sales leadership to inform the roadmap and go-to-market strategy.

⛳️ Requirements

• 7+ years of enterprise B2B SaaS sales experience, including at least 3 years in a quota-carrying role targeting Fortune 500 / Global 2000 accounts.

• Proven track record of consistently achieving or surpassing annual revenue quotas of $1M+ ARR.

• Experience in selling complex technology solutions in the contact center, CX automation, or conversational AI sectors is highly preferred.

• Proficient in enterprise sales methodologies (MEDDIC, MEDDPICC, Challenger Sale, or equivalent) and disciplined pipeline management.

• Ability to engage and influence senior executive stakeholders (CxO, VP-level) in discussions focused on business outcomes.

• Strong commercial acumen — capable of creating and presenting ROI models, TCO analyses, and tailored business cases for enterprise buying committees.

• Experience navigating complex procurement, compliance, and legal processes in regulated sectors (banking, healthcare, insurance preferred).

• Proficiency with Salesforce CRM and modern sales enablement tools (Outreach, LinkedIn Sales Navigator, Gong, or equivalents).

• Exceptional written and verbal communication skills; capable of crafting compelling executive narratives and presenting confidently to large audiences.

• Self-directed and highly organized; able to handle 15–25 concurrent enterprise opportunities across multiple deal stages without compromising quality.

• Bachelor's degree in Business, Technology, or a related field (or equivalent professional experience).

• Nice to have:

• Experience with AI, NLU, or speech technology platforms (e.g., Nuance, Google CCAI, AWS Connect, or similar).

• Established executive-level network in banking, insurance, healthcare, or utilities sectors within North America.

• Familiarity with CCaaS platforms (Genesys, NICE, Avaya, Cisco) and their integration with conversational AI solutions.

• MBA or relevant postgraduate qualification.

🏝️ Benefits

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and holiday schedule.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.

• Employee discount programs and wellness initiatives.