Strategic Account Executive – West

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

📋 Description

• Manage the complete sales cycle, which includes territory planning, generating a sales pipeline, and advancing sales opportunities to closure – we are looking for energetic and driven sales professionals who can establish and uphold a robust pipeline.

• Grow business prospects within both existing and new customer accounts in your designated territory – this position entails a combination of cross-selling/up-selling and acquiring new business.

• Create multi-year account and territory plans, along with customized strategies to effectively position Optro’s multi-pillar platform sales across various business units and economic decision-makers.

• Foster strong relationships with CxOs by thoroughly understanding their priorities and providing solutions that align with their strategic goals. Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions catering to their specific requirements.

• Recognize the pain points of potential customers, educate them on the value Optro provides, showcase our unique selling points, effectively demonstrate the product through video conferences or onsite visits, and guide prospects through the sales journey with 25%-30% travel, including client and partner meetings as well as events and conferences.

• Collaborate to create solutions and business cases that empower stakeholders across the organization to advocate for and integrate Optro into their operations.

• Work closely with SDRs, Product Solutions Engineers, and Value Architects to meet sales objectives, while partnering with Implementation and Customer Success teams to support customers and manage expectations.

• Develop the partner ecosystem (including Big 4 Accounting and boutique firms) to support business development initiatives.

⛳️ Requirements

• Over 7 years of sales experience with a minimum of 4 years focused on selling enterprise/B2B SaaS solutions in a high-growth or dynamic sales setting.

• Consistently ranked among the top sales representatives in your recent positions, with a reliable history of exceeding quarterly and annual quotas ranging from $1.3M to $1.7M.

• Significant experience managing deal sizes of $100k-1M+ ARR, demonstrating a strong capability to align with the buying processes and stakeholder dynamics of the segment.

• Proven success in navigating complex SaaS transactions, articulating the unique features of products and services, effectively engaging with multiple stakeholders, and positioning against competitors.

• Background in leveraging cross-functional teams – including Customer Success, Solution Engineering, and Renewals – to enhance customer satisfaction and facilitate expansion within large enterprises.

• Strong executive presence with the ability to cultivate trusted relationships at the C-Suite level.

• Experience in regulated industries and navigating legal negotiations is a plus.

• Proficient in utilizing the MEDDICC/MEDDPICC sales qualification framework.

• Possess an adaptable and growth-oriented mindset; dedicated to continuous improvement and driven by team and knowledge success.

• Exceptional listening, responsiveness, and presentation abilities.

• Must thrive in a fast-paced and rapidly evolving environment.

• Bachelor’s degree or equivalent experience is required.

🏝️ Benefits

• Begin your career at one of the fastest-growing SaaS firms in North America and EMEA!

• Enjoy $200/month for anything that enhances your quality of life through our Live Your Best Life (LYBL) program!

• Comprehensive health coverage for employees.

• 401(k) plan with company matching.

• Competitive salary and bonus structure.

• Flexible vacation for exempt employees and accrued vacation for non-exempt employees.

• Time off for your birthday and opportunities for volunteering.

• Access to employee resource groups.

• Opportunities for team and company-wide gatherings!

• Parental Leave.