[Hiring] Strategic Account Executive @PowerPlan, Inc

Role Description

This role offers the chance to sell PowerPlan's AI-powered tax and accounting software to the office of the CFO at some of the world's largest asset-intensive companies — helping them generate more cash, mitigate compliance risk, and build a culture of cost management. As a Strategic Account Executive, you will own the full enterprise sales cycle across a concentrated portfolio of 10 to 12 strategic accounts, with two parallel mandates:

• Converting PowerPlan's existing on-premise customers to SaaS
• Winning net-new enterprise logos across Utilities, Oil and Gas, Telecom, Mining, and Rail

This is a highly consultative, complex enterprise sale — typically multi-stakeholder, 18 months or longer, and seven figures. You will apply MEDDICC discipline throughout the sales cycle, operate as a trusted advisor to C-level buyers, and build a territory presence that positions PowerPlan before a formal evaluation begins. The right candidate teaches customers a better way of doing business — and closes deals that prove it.

Responsibilities

KEY PERFORMANCE OBJECTIVES (First 12–18 Months)

• OBJECTIVE 1: Build a High-Quality Pipeline Across 10–12 Strategic Accounts (First 90 Days)
  • Develop a structured, MEDDICC-informed territory plan and an active pipeline of qualified opportunities.
  • Map buying centers, identify key economic buyers and champions.
  • Establish PowerPlan's presence early enough to shape each account's evaluation philosophy.
  • Develop a clear view of conversion readiness for existing on-premise accounts.
• OBJECTIVE 2: Lead SaaS Conversion of Existing On-Premise Customers (Ongoing)
  • Own the commercial, technical, and change-management dimensions of converting existing customers to SaaS.
  • Build a compelling, quantified migration business case for each target account.
  • Navigate pricing model changes, implementation timelines, and stakeholder alignment.
• OBJECTIVE 3: Own the Full Enterprise Sales Cycle with MEDDICC Discipline (Ongoing)
  • Own every stage of the PowerPlan sales cycle using MEDDICC to qualify, forecast, and drive each opportunity.
  • Maintain accurate pipeline and opportunity data in CRM throughout every stage.
  • Close seven-figure enterprise deals on a repeatable, disciplined basis.
• OBJECTIVE 4: Develop Deep Territory & Market Intelligence in Asset-Intensive Industries (3–6 Months)
  • Articulate market fundamentals, regulatory trends, and business conditions driving buying behavior.
  • Participate in industry forums, conferences, and associations to build relationships.
• OBJECTIVE 5: Build a Trusted Advisor Brand Across Your Account Portfolio (6–12 Months)
  • Be recognized as a credible, knowledgeable representative of PowerPlan.
  • Build multi-level relationships within each account.
  • Design and execute account-specific engagement programs.
• OBJECTIVE 6: Grow and Leverage the Existing Customer Base (Ongoing)
  • Balance pursuit of net-new logos with disciplined management of existing accounts.
  • Leverage existing accounts for market intelligence and reference introductions.
  • Identify and pursue expansion opportunities within existing accounts.

Qualifications

• Demonstrated track record closing complex, multi-stakeholder enterprise software deals — seven-figure transactions, 18-month-plus cycles.
• Mastery of solution selling and value-based selling methodologies, including MEDDICC.
• Proven experience selling complex software to the office of finance (CFO, Controller, VP Finance) and other C-level executives.
• Demonstrated success converting on-premise customers to SaaS or subscription models.
• Utilities background is required; broader asset-intensive experience across Public Sector, Rail, or Oil and Gas is a plus.
• History of selling business software — EAM, ERP, Maximo, or equivalent enterprise financial applications.
• Bachelor's degree in Engineering, Finance, or a highly analytical field (MBA preferred).

Requirements

• Skill in navigating complex organizations — building consensus across economic buyers, champions, technical evaluators, and executive sponsors.
• Exceptional communication and listening skills, with the ability to teach customers a better way of doing business.
• Self-motivated, resilient, and goal-oriented.
• Finds enterprise asset accounting, tax, and financial compliance solutions intellectually interesting.
• A competitor who is motivated by winning and energized by a difficult, complex deal.

Benefits

• PowerPlan is an EOE.
• Actual offer within this range will be commensurate with experience, skills, and candidate location.