Strategic Account Executive

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

📋 Description

• Promote PowerPlan's AI-driven tax and accounting software to CFO-office buyers at large asset-intensive organizations.

• Manage the complete enterprise sales cycle across 10–12 strategic accounts, from qualification to closure and Professional Services handoff.

• Transition existing on-premise clients to SaaS and acquire new enterprise clients.

• Create MEDDICC-informed territory strategies, account insights, qualified pipelines, and specific deal plans.

• Analyze buying centers, identify economic buyers, champions, skeptics, decision criteria, and stakeholder networks.

• Develop quantified business cases for SaaS migration and oversee pricing, implementation, organizational readiness, change management, and stakeholder alignment considerations.

• Keep precise CRM pipeline and opportunity data, and forecast potential opportunities accurately.

• Lead negotiations and finalize seven-figure enterprise agreements.

• Gather market and territory intelligence, especially within Utilities and other asset-intensive sectors.

• Engage in industry groups, forums, conferences, and associations.

• Establish trusted-advisor relationships and account-specific engagement initiatives with CFO-level buyers.

• Oversee existing customer relationships, pinpoint expansion opportunities, and collaborate with Customer Success, Professional Services, marketing, solution engineering, and executive sponsors.

• Request customer references and case studies to facilitate new logo acquisition.

⛳️ Requirements

• Proven history of closing complex, multi-stakeholder enterprise software deals, including seven-figure transactions, sales cycles exceeding 18 months, and multiple deals annually.

• Expertise in solution selling and value-based selling methodologies, including disciplined application of MEDDICC.

• Demonstrated experience selling complex software to CFOs, Controllers, VPs of Finance, and other C-level executives.

• Proven success in converting on-premise customers to SaaS or subscription models.

• A background in Utilities is mandatory.

• Broader experience in asset-intensive sectors such as Public Sector, Rail, or Oil and Gas is advantageous.

• Experience in selling business software like EAM, ERP, Maximo, or similar enterprise financial applications.

• Financial or engineering background with the ability to translate complex financial and operational issues into a quantified business case.

• A Bachelor's degree in Engineering, Finance, or a highly analytical field is required; an MBA is preferred.

• Capacity to navigate complex organizations and build consensus among economic buyers, champions, technical evaluators, and executive sponsors.

• Outstanding communication and listening abilities.

• A keen interest in regulatory changes and their financial implications for asset-intensive organizations.

• Self-driven, resilient, goal-oriented, and capable of taking full ownership of results.

• An interest in enterprise asset accounting, tax, and financial compliance solutions.

• A strong motivation to win complex enterprise deals.

• Ability to cultivate multi-level account relationships and discover creative solutions for pipeline access, stakeholder engagement, and deal closure.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and career advancement.

• Flexible working arrangements to support work-life balance.