Enterprise Account Executive

Optro; Sacramento (CA); Remote; USD 150,000 - 320,000; Full time

Benefits offered by this job

Health coverage

401(k) match

Bonus program

Flexible vacation

Birthday time off

Team events

Parental Leave

Job summary

Optro, a rapidly growing AI-powered GRC platform, is seeking an Enterprise Account Executive to manage high-value Fortune 500 accounts. This remote role must be based in California and involves full-cycle sales, territory planning, and closing game-changing deals.

You will engage with C-level executives, craft tailored solutions, and collaborate with SDRs, Product Solutions, and Success teams. Expect 25-30% travel, strong MEDDICC/MEDDPICC skills, and a track record of exceeding quotas in

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 quotas exceeding $1.3M-$1.7M; deal sizes and cycle align with segment.
• Proven ability to navigate complex SaaS deals and position offerings against competitors.
• Strong executive presence.
• Familiar with MEDDICC/MEDDPICC sales methodology.
• Bachelor’s degree or equivalent experience.

Responsibilities

• Execute full-cycle sales including territory planning, pipeline generation, and closing opportunities.
• Expand opportunities in existing and new accounts within assigned territory; split cross-sell/up-sell and net new business.
• Strategize multi-pillar platform sales across business units and economic buyers.
• Collaborate with C-Level executives to tailor solutions and meet needs.
• Identify pain points, demo the product, and guide prospects with 25%-30% travel.

Skills

Senior leadership

Sales excellence

MEDDICC/MEDDPICC

Executive presence

Negotiation

Relationship building

Active listening

Education

Bachelor’s degree or equivalent experience

Tools

CRM software

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.

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

• 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.

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.