Commercial Account Executive

Optro; United States; Remote; USD 120,000 - 150,000; Full time

Benefits offered by this job

Health coverage

401(k) with company match

Flexible vacation

Parental Leave

Job summary

Optro is seeking a Commercial Account Executive to drive high-value SaaS deals with large enterprises in the United States. You will manage end-to-end sales cycles, engage with C-level executives, and articulate compelling value propositions.

Leverage MEDDICC/MEDDPICC methodologies to exceed quotas and shape strategic opportunities, while collaborating with partners, SDRs, and solutions teams to close game-changing deals remotely.

Qualifications

• 5-7+ years of SaaS sales experience or senior risk advisory leadership in a Big4/mid-tier firm.
• Proven track record of exceeding quotas and managing large deals.
• Ability to negotiate pricing and articulate value to executives.

Responsibilities

• Sell Optro products to large public and private organizations.
• Own full-cycle sales from territory planning to closing with a >$1M target.
• Collaborate with C-level executives and cross-functional teams to tailor solutions.

Skills

SaaS sales

Enterprise sales

MEDDICC/MEDDPICC

Executive presence

Negotiation

Relationship building

Education

Bachelor’s degree or equivalent experience

Job description

Who We Are

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. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights.

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. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte!

Why This Role is Exciting

Join a dynamic and innovative team at Optro, where you'll sell groundbreaking solutions to some of the world's largest organizations. As a Commercial Account Executive, you'll drive significant impact by managing high-value accounts and closing game-changing deals. Engage with C-level executives, solving complex problems and presenting compelling solutions. Immerse yourself in a culture that values mentorship and professional development, ensuring continuous growth and excellence.

Work with state-of-the-art audit, risk, and control solutions, collaborating with industry partners to seize new business opportunities. Your presence at industry events will expand your professional network and establish you as a thought leader. Join Optro and be at the forefront of transforming risk management and audit through innovative solutions and strategic partnerships. This is more than just a job; it’s a chance to shape the future success of our company.

Key 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.

Attributes for a Successful Candidate

• 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 Manageror 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

Perks (United States)

• 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

Our Company Values

• Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.
• Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.
• Drive innovation: Create the future. Continuously improve what exists and invent what’s next.
• Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.
• Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve.

Please note that background checks are required. 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. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.

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