Enterprise account executive

Abacum; United States; Remote; USD 90,000 - 150,000; Full time

Benefits offered by this job

Equity

Remote в EMEA

Доступ к руководству

Job summary

Abacum — ведущий инструмент финансового планирования для команд финансового блока. Испытуйте роль продавца, который будет расширять портфолио enterprise-клиентов и управлять полным циклом сделки.

Ваша задача — строить активный пайплайн через целевые аутбунд, мероприятия и партнёрство с ERP-поставщиками и интеграторами. Вам предстоит продавать CFO, VP Finance и Heads of FP&A, вовлекая IT, закупки и юридическую службу.

Qualifications

• 6+ лет продаж B2B SaaS с квотой на Enterprise.
• Опыт продажи EPM/FP&A, планирования или смежных решений.
• Успешные сделки ARR шестизначного размера, 3–6 мес цикл.
• Умение вести многостейкхолдерские переговоры с финансами и IT.
• Способность строить бизнес-кейс в языке CFO, прокладка пайплайна.
• Готовность самостоятельно развивать розыск и маршруты продаж.
• Четкая письменная и устная коммуникация, Demo senior buyer.

Responsibilities

• Вести полный цикл продаж для именованного портфеля enterprise-клиентов.
• Строить и сопровождать собственный пайплайн через аутbound, мероприятия и партнёров.
• Продавать CFOs, VPs Finance и Heads of FP&A, вовлекая IT, procurement и legal.
• Проводить оценки: кейсы, PoC и конкурентные displacement.
• Прогнозировать и поддерживать чистый Pipeline в CRM.
• Сотрудничать с Solutions Engineering, Product и руководством.

Skills

Продажи SaaS

Закрытие сделок

Построение пайплайна

Мульти-стейкхолдеры

Коммуникации

Язык CFO

Tools

CRM

Job description

Описание

Abacum is the leading Business Planning solution for finance teams to drive performance. By automating reporting, enabling collaboration, and simplifying planning and forecasting, we help finance teams shift from number crunching to driving strategic decisions. Founded in 2020 by two former CFOs, we've grown into a global team of 100+ people across 30+ nationalities.

Задачи

• Own the full sales cycle for a named book of enterprise accounts, from first meeting to signed contract
• Build and run your own pipeline through targeted outbound, events, and partner co-selling with ERP vendors and implementation partners
• Sell to CFOs, VPs of Finance and Heads of FP&A, and bring IT, procurement, security and legal along the way
• Run complex evaluations: discovery, business cases, proofs of concept, and competitive displacements
• Forecast with discipline and keep a clean pipeline in CRM
• Work with Solutions Engineering, Product and Leadership to shape deals, and feed what you hear in the market back into the roadmap

Требования

• 6+ years of quota-carrying B2B SaaS sales, with at least 3 years closing enterprise deals
• Experience selling EPM, FP&A, planning, or other Office-of-the-CFO software (finance, ERP, spend, or data platforms)
• A track record of closing six-figure ARR deals with 3-6 month cycles and hitting or beating quota
• Comfort leading multi-stakeholder deals with finance, IT, procurement and security at the table
• Experience displacing an incumbent, whether a legacy system or a spreadsheet-based process
• A consultative, value-based approach: you build a business case in a CFO's language
• The drive to build your own pipeline, not wait for inbound
• Clear, sharp written and verbal communication, including running demos with senior buyers
• Based in EMEA, with the ability to travel to customers and events

Будет плюсом:

• Sold with or through ERP ecosystems (NetSuite, Sage Intacct, Microsoft Dynamics) or implementation partners;
• Worked in finance, or you're comfortable talking models, drivers and variances with an FP&A team;
• Used a structured sales method (MEDDPICC, Command of the Message, or similar);
• Been an early seller at a scaling company and helped build the enterprise playbook

Условия

• Competitive base, uncapped commission, and equity
• Remote in EMEA, with hubs in New York, Toronto and Barcelona
• Direct access to leadership and a real say in how we sell to enterprise
• Competitive compensation including equity package
• Competitive vacation policy
• Medical Insurance L&D budget
• Access to Meditopia (wellbeing platform)
• Language courses (English / Spanish)