Enterprise Account Executive

OPTRO; California; Remote; USD 130,000 - 170,000; Full time

Benefits offered by this job

Launch a career at one of the fastest‑

Live your best life $200/mo

Comprehensive health coverage

401(k) with company match

Competitive compensation & bonus

Flexible vacation

Time off for birthday

Employee resource groups

Team and company events

Parental Leave

Job summary

Optro is seeking an Enterprise Account Executive to drive high-value SaaS deals with Fortune 500 and large private organizations. You will own full-cycle sales, map buying groups, and craft tailored value propositions using MEDDICC/MEDDPICC.

This remote role requires California residency, with 25%-30% travel. You will collaborate with SDRs, Product Solutions, and Value Architects to close multi-pillar platform opportunities across audit, risk, and ESG.

Qualifications

• Senior Manager or higher in a Risk Advisory practice (risk management, internal audit) of a Big 4 firm.
• 7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions.
• Ranked among the top 10% of salespeople in current role with a track record of quotas approaching and exceeding $1.3M–$1.7M.
• Proven ability to navigate complex SaaS deals and articulate product value against competitors.
• Strong executive presence and ability to influence at C-level.
• Familiarity with MEDDICC/MEDDPICC sales methodology.
• Coachable, collaborative, and excellent at building relationships.
• Excellent listening, negotiation, and presentation skills.
• Bachelor’s degree or equivalent experience required.

Responsibilities

• Sell Optro products to large public and private organizations.
• Execute full-cycle sales: territory planning, pipeline generation, and closing.
• Expand opportunities within existing and new accounts in your territory.
• Strategize multi-pillar platform sales across business units and buyers.
• Collaborate with senior executives to tailor solutions.
• Educate buyers on Optro value and guide them through the sales process with travel.
• Co-create solutions with stakeholders and align with Implementation and Customer Success teams.
• Develop partner ecosystem to aid business development.

Skills

Senior Manager experience

Sales experience

Top performer

MEDDICC/MEDDPICC

Executive presence

Coachable

Presentation skills

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.comand 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 an Enterprise Account Executive, you'll drive significant impact by managing high-value accounts and closing game-changing deals. Engage with C-level executives at Fortune 500 companies, 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.

This position is remote but must be based in (California)

Key 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.

Attributes for a Successful Candidate

• 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.

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.

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.

Privacy Notice for Candidates

When you apply for a role at Optro, we collect and process personal data including your contact details, resume, work history, and application responses to evaluate your candidacy. For full details on how we collect, use, and protect your data — including your rights under GDPR, UK GDPR, and US state privacy laws and other applicable data protection laws — please review our Candidate Privacy Notice.

• Use of AI in Recruitment: Optro may use artificial intelligence and machine learning technologies to assist in the screening and evaluation of applications, including resume parsing and candidate matching. These tools do not make final hiring decisions — all assessments are reviewed by our human recruitment team. You may opt out of AI-assisted screening at any time without impact to your candidacy by contacting [e-mail].
• Interview Recording: Optro may use recording and transcription technology during interviews. You will be notified before any recording begins and may opt out at any time without affecting your candidacy.
• Background Checks: Background checks are required for this role. Qualified applicants with arrest or conviction records will be considered 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.

Optro does not sell candidate personal data.

Questions? Contact Optro's Privacy Team at [e-mail].

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