Strategic Account Executive

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

📋 Description

• Oversee a hybrid customer portfolio across the United States and Canada.

• Achieve or surpass designated sales quotas and objectives.

• Generate and expand new license revenue within assigned accounts and territories.

• Cultivate and enhance relationships with existing customers.

• Employ solution-selling and ROI-focused methodologies to market enterprise fraud risk and authentication solutions.

• Create and maintain sales strategies and plans to achieve annual sales goals.

• Develop and implement strategic and tactical initiatives.

• Carry out sales tasks including identifying and qualifying opportunities, conducting solution proofs of concept, developing business cases and ROI analyses, pricing and license development, negotiating, and finalizing contracts.

• Collaborate with sales engineers and analytical teams to manage proofs of concept and prepare results presentations.

• Forecast and document opportunities and sales activities in Salesforce.

• Acquire and utilize industry and market knowledge regarding the competitive landscape, fraud risk trends, and technologies.

• Present comprehensive solutions and conduct product demonstrations for customers.

⛳️ Requirements

• 8+ years of experience in strategic sales.

• Demonstrated success in selling, business development, executive-level influencing, negotiation, and exceptional communication skills.

• Proven track record of closing license sales deals worth 7 figures or more.

• Experience with managing complex contracts.

• Extensive background in account management, expanding existing business, and fostering relationships.

• Experience in selling complex products to executive buyers.

• Ability to assess a prospect's needs and challenges that can be addressed through product implementation, considering budget, timeline, and authority.

• Must be proactive in prospecting to build a qualified pipeline and collaborate effectively with a Business Development Representative (BDR).

• Strong technological acumen and capability to articulate the solution's value proposition.

• Competence in managing multiple opportunities and meeting deadlines.

• Ability to work cross-functionally with engineering, marketing, product management, partners, alliances, and internal stakeholders.

• Adequate mathematical and analytical skills to construct a financial business case.

🏝️ Benefits

• Competitive compensation, including equity for all employees.

• Unlimited Paid Time Off (PTO).

• Remote-first work culture.

• Chess and poker tournaments.

• Catered lunches and happy hours.

• Wellness programming.

• Focus Thursdays.

• Company-wide Rest Days.