Strategic Account Executive (West)

Optro; United States; On-site; USD 250,000 - 360,000; Full time

Benefits offered by this job

401(k) with company match

Time off for your birthday

Employee resource groups

Job summary

Optro is seeking a Strategic Account Executive to manage and expand relationships with top-tier accounts delivering high-impact SaaS solutions. You will own a dedicated territory, drive multi-year plans, and collaborate with CS, Alliances, Product, and Engineering to meet client needs.

You will lead full-cycle sales, coordinate cross-sell and upsell efforts, and develop tailored value propositions for C-suite buyers, balancing speed with rigor in a fast-growing, regulated environment.

Qualifications

• 7+ years of sales experience in enterprise/B2B SaaS.
• 4+ years selling enterprise SaaS in high-growth environments.
• Experience managing deals $100k-1M+ ARR.
• Strong ability to navigate complex SaaS deals and stakeholders.

Responsibilities

• Sell AuditBoard products to large public and private organizations.
• Execute full-cycle sales: territory planning, pipeline generation, closing.
• Grow opportunities within assigned accounts via cross-sell/up-sell.
• Develop multi-year territory plans and strategies for multiple business units.
• Build relationships with CxOs and align solutions to priorities.
• Coordinate with SDRs, SEs, and Value Architects to hit goals.

Skills

Enterprise SaaS

Executive presence

Stakeholder management

MEDDICC framework

Education

Bachelor’s degree or equivalent

Tools

CRM systems

Video conferencing

Job description

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

We are seeking a highly motivated, results-driven Strategic Account Executive to join our growing team at AuditBoard. In this role, you will focus on managing and expanding relationships with our most influential, high-revenue clients—accounts with $15B+ in revenue. These strategic accounts represent the pinnacle of our existing customer base, as well as new customer pursuits, and you will be at the forefront of driving and fostering meaningful growth and long-term partnerships.

You’ll own a dedicated territory of named accounts, working closely with cross-functional teams—including CS, Alliances, Product, and Engineering — to execute strategic sales motions that align with our clients’ evolving business needs. Your role will span across new business and high-touch expansions (cross-sell & upsell), ensuring our strategic accounts are empowered with the solutions and support they need to thrive.

With a focus on Total Addressable ARR (TAM) and premium support, you will have the opportunity to strategically craft and execute a solution-centric sales approach, collaborating with advisory firms and key decision-makers to identify and drive impactful integrations. As a trusted advisor, you'll play a key role in shaping the evolution of our product offering in line with the needs of the largest and most complex accounts in our portfolio.

Key Responsibilities

As a Strategic Account Executive, you will be responsible for selling AuditBoard 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 and maintain 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
• Develop multi-year account plans, territory plans, and tailored strategies to position AuditBoard’s multi-pillar platform sales across multiple business units and economic buyers
• Build trusted relationships with CxOs by deeply understanding their priorities and delivering solutions that align with their strategic objectives. 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 AuditBoard’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 Auditboard into their organization
• Work closely with SDRs, Product Solutions (SEs), and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set expectations for customers
• Develop the partner ecosystem (Big 4 Accounting and boutique firms) to aid in business development efforts

Attributes for a Successful Candidate

• 7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions in a high-growth or dynamic sales environment
• Ranked among the top salespeople in your recent roles with a consistent track record of exceeding quarterly and annual quotas that reach above $1.3M-$1.7M
• Strong experience managing deal sizes of $100k-1M+ ARR with a strong ability to align with the segment’s buying processes and stakeholder dynamics
• Proven ability to successfully navigate complex SaaS deals and articulate the distinct aspects of products and services, engage multiple stakeholders effectively , and position them against competitors
• Experience leveraging cross-functional teams - Customer Success, Solution Engineering, Renewals - to drive customer satisfaction and expansion across large enterprises
• Strong executive presence with the ability to build trusted relationships at the C-Suite level.
• Experience within regulated industries, and navigating legal negotiations a plus
• Skilled in utilizing MEDDICC/MEDDPICC sales qualification framework
• Adaptable and growth mindset; committed to continuous improvement; driven by knowledge and team success
• Excellent listening, responsiveness, and presentation skills
• Must be able to work in a fast-paced and rapidly changing environment
• Bachelor’s degree or equivalent experience required
• 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
• 401(k) with company match
• Time off for your birthday & volunteering
• Employee resource groups
• Opportunities for team and company-wide get-togethers!

*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.