[Hiring] Strategic Account Executive @Optro

Role Description

We are seeking a highly motivated, results-driven Strategic Account Executive to join our growing team at AuditBoard. In this role, you will focus on managing and expanding relationships with our most influential, high-revenue clients—accounts with $15B+ in revenue. These strategic accounts represent the pinnacle of our existing customer base, as well as new customer pursuits, and you will be at the forefront of driving and fostering meaningful growth and long-term partnerships.

You’ll own a dedicated territory of named accounts, working closely with cross-functional teams—including CS, Alliances, Product, and Engineering—to execute strategic sales motions that align with our clients’ evolving business needs. Your role will span across new business and high-touch expansions (cross-sell & upsell), ensuring our strategic accounts are empowered with the solutions and support they need to thrive.

With a focus on Total Addressable ARR (TAM) and premium support, you will have the opportunity to strategically craft and execute a solution-centric sales approach, collaborating with advisory firms and key decision-makers to identify and drive impactful integrations. As a trusted advisor, you'll play a key role in shaping the evolution of our product offering in line with the needs of the largest and most complex accounts in our portfolio.

Key Responsibilities

• Sell AuditBoard products to both large publicly traded and private organizations.
• Execute full-cycle sales, including territory planning, pipeline generation, and progressing sales opportunities to close.
• Expand business opportunities in existing + new customer accounts within your assigned territory.
• Develop multi-year account plans, territory plans, and tailored strategies to position AuditBoard’s multi-pillar platform sales.
• Build trusted relationships with CxOs by understanding their priorities and delivering solutions that align with their strategic objectives.
• Identify prospective customers' pain points, educate them on AuditBoard’s value, and guide prospects through the sales process.
• Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt AuditBoard.
• Work closely with SDRs, Product Solutions (SEs), and Value Architects to achieve sales goals.
• Develop the partner ecosystem (Big 4 Accounting and boutique firms) to aid in business development efforts.

Qualifications

• 7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions in a high-growth or dynamic sales environment.
• Ranked among the top salespeople in your recent roles with a consistent track record of exceeding quarterly and annual quotas that reach above $1.3M-$1.7M.
• Strong experience managing deal sizes of $100k-1M+ ARR.
• Proven ability to navigate complex SaaS deals and articulate the distinct aspects of products and services.
• Experience leveraging cross-functional teams to drive customer satisfaction and expansion across large enterprises.
• Strong executive presence with the ability to build trusted relationships at the C-Suite level.
• Experience within regulated industries, and navigating legal negotiations a plus.
• Skilled in utilizing MEDDICC/MEDDPICC sales qualification framework.
• Adaptable and growth mindset; committed to continuous improvement.
• Excellent listening, responsiveness, and presentation skills.
• Must be able to work in a fast-paced and rapidly changing environment.
• Bachelor’s degree or equivalent experience required.

Benefits

• Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!
• Live your best life (LYBL)! $200/mo for anything that enhances your life.
• Comprehensive employee health coverage.
• 401(k) with company match.
• Competitive compensation & bonus program.
• Flexible vacation (exempt) / Accrued vacation (non-exempt).
• Time off for your birthday & volunteering.
• Employee resource groups.
• Opportunities for team and company-wide get-togethers!
• Parental Leave.
• *Perks may vary based on eligibility/location.

Company Description

Having surpassed $300M ARR and continuing to grow, Optro helps enterprises transform risk into opportunity through its AI-powered GRC Intelligence Platform. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility.

At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities.

We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers.