Note: The job is a remote job and is open to candidates in USA. Optro is the leading audit, risk, ESG, and InfoSec platform on the market, serving over 50% of the Fortune 500. The Commercial Account Executive will drive significant impact by managing high-value accounts, engaging with C-level executives, and presenting innovative solutions to complex problems.
Responsibilities
- As a Commercial Account Executive, you will be responsible for selling Optro products to both large publicly traded and private organizations
- Execute full-cycle sales including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build a viable pipeline – this role has a 90% net new business target
- Exceed annual sales targets of >$1M
- Expanding new business opportunities in existing + new customer accounts within your assigned territory to meet and/or exceed quarterly/annual quota with 10% of your focus on expansion selling
- Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs
- Identify prospective customer's pain points, educate them on Optro's value, highlight our differentiators, effectively demo the product via video conference / onsite, and guide prospects through the sales process with 25%-30% travel, including client and partner meetings as well as events and conferences
- Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Optro into their organization
- Work closely with SDRs/BDRs and Product Solutions to achieve sales goals and partner with the Implementation and Customer Success teams to support and set customer expectations
- Develop and implement sales strategies aligned to goals and targets by leveraging MEDDICC sales methodology
- Collaborate with channel partners to tackle strategic opportunities
Skills
- 5-7+ years of SaaS sales experience selling enterprise, B2B solutions (steady and progressive tenure in career, ideally 3 years in one company) OR Senior Manager or higher in a Risk Advisory practice (i.e. risk management, internal audit) of a Big4 firm or mid-tier firm
- Proficient in using MEDDICC/MEDDPICC with a consistent track record of exceeding quarterly and annual quotas that reach above $1-1.2M; Deal sizes and sales cycle experience align with the segment
- Strong executive presence
- Coachable, willing to learn, collaborative with team, and great at building relationships
- Ability to negotiate pricing with a focus on retaining value
- Proven ability to successfully navigate complex SaaS deals and articulate the distinct aspects of products and services and position them against competitors
- Ability to identify client pain points and develop unique and compelling value propositions that focus on delivering value to the client. (Customer first mentality)
- Excellent listening, negotiation, and presentation skills
- Must be able to work in a fast-paced and rapidly changing environment
- Bachelor's degree or equivalent experience required
Benefits
- Offers Commission
- Perks may vary based on eligibility/location
- Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act
Company Overview