Note: The job is a remote job and is open to candidates in USA. Optro provides an AI-powered GRC Intelligence Platform that helps enterprises manage audit, risk, ESG, and information security. The Enterprise Account Executive will sell audit, risk, and control solutions to large organizations, manage high-value accounts, generate and progress sales opportunities, and close complex enterprise SaaS deals. The role also involves engaging executive stakeholders, developing partner relationships, and supporting cross-functional customer adoption.
Responsibilities
- As an Enterprise 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
- Expanding business opportunities in existing + new customer accounts within your assigned territory – this role will have a split of cross-sell/up-sell and net new business acquisition
- Strategize multi-pillar platform sales across multiple business units and economic buyers
- Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs
- Identify prospective customers' 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, Product Solutions, and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set customer expectations
- Develop the partner ecosystem (Big 4 and boutique firms) to aid in business development efforts
Skills
- This position is remote but must be based in (California)
- Senior Manager or higher in a Risk Advisory practice (risk management, internal audit) of a Big 4 firm, OR
- 7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions
- Ranked among the top 10% of salespeople in your current role with a consistent track record of exceeding quarterly and annual quotas that reach above $1.3M-$1.7M; deal sizes and sales cycle experience align with segment
- Proven ability to successfully navigate complex SaaS deals, articulate the distinct aspects of products and services, and position them against competitors
- Strong executive presence
- Skilled in utilizing MEDDICC/MEDDPICC sales methodology
- Coachable, willing to learn, collaborative, and great at building relationships
- 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
- Commission
- Remote work, based in California
- $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
Company Overview