Senior Enterprise AE — Remote, $200K+ ARR Deals

Zone & Co; United States; Remote; USD 130,000 - 170,000; Full time

Job summary

Zone & Co is hiring a Senior Account Executive to drive enterprise growth in a fully remote, globally distributed team. You will own multi-hundred thousand to multi-million ACV opportunities, manage 6–12+ month cycles, and articulate CFO-focused ROI to close complex, multi-stakeholder deals.

The role emphasizes MEDDPICC discipline, collaboration with Solution Consultants, and coordination with Legal, Finance, and Deal Desk to navigate procurement and contracts.

Qualifications

• Bachelor's degree in Business, Finance, or a related field.
• 5+ years of success exceeding $1M+ net-new ARR quotas in enterprise SaaS sales.
• Proven experience managing 6–12+ month enterprise sales cycles involving complex, multi-stakeholder deals valued between $200K and $1M+ ACV.
• Experience selling into the Office of the CFO, preferably with solutions related to billing, subscription management, revenue recognition, payments, ERP, or financial operations.
• Demonstrated success engaging executive buyers, including CFOs, VPs of Finance, Controllers, and Revenue Operations leaders.
• Expertise using MEDDPICC (or a comparable enterprise sales methodology).
• Experience navigating enterprise procurement processes, RFPs, security reviews, and legal contract negotiations.
• Strong ability to develop and defend ROI-driven business cases for mission-critical enterprise software investments.
• Proven ability to build consensus across finance, IT, operations, and executive stakeholders within large enterprise accounts.
• Willingness to travel for executive meetings, customer visits, and industry events.

Responsibilities

• Own and exceed ARR targets by managing enterprise opportunities ranging from $200K–$1M+ ACV over 6–12+ month cycles.
• Lead complex enterprise sales campaigns with executive buyers and key stakeholders.
• Conduct consultative discovery across finance, IT, and operations to understand challenges in billing and revenue operations.
• Build ROI models that resonate with CFOs and finance leaders.
• Manage the entire enterprise sales cycle from engagement to contract execution.
• Partner with Solution Consultants to deliver demos and ROI proofs.
• Navigate procurement, security reviews, and legal negotiations with internal teams.
• Apply MEDDPICC to qualify opportunities and drive deals to close.
• Develop strategic account plans with stakeholder mapping and multi-quarter pipeline planning.
• Maintain CRM hygiene and forecast visibility for leadership.

Skills

MEDDPICC

ROI modeling

ERP/FinTech domain

Education

Bachelor's degree in Business/Finance

Tools

Salesforce

Gong

NetSuite

Job description

Zone & Co is hiring a Senior Account Executive to drive enterprise growth in a fully remote, globally distributed team. You will own multi-hundred thousand to multi-million ACV opportunities, manage 6–12+ month cycles, and articulate CFO-focused ROI to close complex, multi-stakeholder deals.

The role emphasizes MEDDPICC discipline, collaboration with Solution Consultants, and coordination with Legal, Finance, and Deal Desk to navigate procurement and contracts.