[Hiring] Senior Enterprise Account Executive @RapidRatings

Role Description

As a fintech company with a vast addressable market, we empower our employees to be thought leaders as they navigate various customer problems – whether internal or external – and to be challenged to develop solutions that create a positive impact for our business. Rapid Ratings is actively looking for a proven Senior Account Executive (AE) to join our exceptional Sales team and expand our GTM presence in North America. This role will report into the VP of Sales.

The mission of the Senior AE is to help create enterprise value for each customer by deploying our predictive analytics and financial risk reporting systems. This role has 3 core areas of responsibility:

• Closing qualified opportunities with high rates of conversion to achieve quarterly and annual quota targets;
• Progressing pipeline to align business cases with buying cycles with the sales EQ necessary to both rigorously qualify and disqualify opportunities;
• Consistently building new pipeline to replace opportunities won or lost.

This requires a proactive, entrepreneurial mindset to engage potential customers across all channels. Success in these areas also relies heavily on keen discovery skills to identify leads with potential business problems that we can solve, as well as effective communication to align multiple stakeholders with a problem that can be solved through Rapid Ratings’ capabilities and value-driven sales process.

A successful Senior AE at Rapid Ratings never stops selling; top reps consistently sell through the first deal to help ensure value delivery after getting the first contract in the door, and driving towards significant Enterprise Growth after adoption is complete. While this is just one dimension of the overall role for a Senior AE, it is an important element that requires experience in project management and cross-functional leadership to drive growth.

The ideal candidate draws from experience in the Supply Chain, Third Party Risk, Credit Risk or Risk Management fields. These industries are undergoing rapid change as risk management disciplines evolve, while companies face economic, operational, regulatory, and capital challenges. Challenges bring opportunities, and Rapid Ratings is critical in guiding the world's leading corporations and financial institutions to proactively manage these risks and to create resilience and business opportunities in the process.

All AEs are expected to apply a consultative approach to navigate the sales process and help potential customers identify business gaps in their current risk management programs that can be solved with Rapid Ratings’ solution. Sales cycles, depending on the deal, can move as quickly as 30-90 days for wins focused on mid-market accounts or “land and expand” strategies, whereas larger enterprise deals will often take 6-9 months to align with procurement budget/buying cycles.

Qualifications

• Subject matter expertise in Supply Chain Management, Supply Chain Risk Management (SCRM), Third Party Risk Management (TPRM). Knowledge of GRC solutions is a plus.
• BA/BS degree (or equivalent; MBA or advanced degree preferred).
• A verifiable track record of sales quota attainment (Experience and success in Solution Selling or like methodologies in complex environments of 6+ months sales-cycle durations and ARR in excess of $500,000).
• Minimum 5 years’ relevant work experience.
• Domain expertise of SaaS-based solutions is a plus but not a requirement.
• Outstanding analytical, organizational, communication, presentation and negotiation skills.
• High comfort level and presence senior level executives and decision makers in the military & intelligence community.

Requirements

• Experience in Enterprise SaaS, Software Sales or Technology with an understanding MEDDPIC principles, and/or Solution Selling Methodology.
• Challenger mindset and approach to sales.
• Experience in credit, financial risk, or third party risk more broadly.
• Demonstrated sales process and high IQ/EQ to determine “fit” with potential buyers to ensure sales efficiency.
• Cross-functional experience to work with partners and internal teams to drive opportunities and win deals.
• Proven selling success of meeting or exceeding quotas and goals.
• Strong desire to learn and earn in a fast-paced environment.
• Professional presence as well as outstanding interpersonal, verbal, written communication and negotiating skills.
• Demonstrable understanding of B2B sales process.
• Experience with Salesforce, Outreach, Gong, ZoomInfo, LinkedIn Sales Navigator.
• Willingness to travel 50% of the time.

Benefits

• Highly Competitive Salary
• Aggressive Commission Plan
• Paid Vacation Days
• Sick Leave
• Medical/Dental/Vision Plans
• Career Development Support
• Salary: $150,000-$180,000 base