Commercial Account Executive

• As a Commercial Account Executive, you’ll drive significant impact by managing high-value accounts and closing game-changing deals
• Engage with C-level executives, 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
• 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 – this role has a 90% net new business target
• Exceed annual sales targets of >$1M
• Expanding new business opportunities in existing + new customer accounts within your assigned territory to meet and/or exceed quarterly/annual quota with 10% of your focus on expansion selling
• Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs
• Identify prospective customer’s 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 and Product Solutions to achieve sales goals and partner with the Implementation and Customer Success teams to support and set customer expectations
• Develop and implement sales strategies aligned to goals and targets by leveraging MEDDICC sales methodology
• Collaborate with channel partners to tackle strategic opportunities

Benefits

• Health and wellness benefits: High quality health plans and access to hormonal and family-building support.
• Time away from work: Generous paid time off including vacation, holidays, sick time, bereavement, and more.
• Financial benefits: Beyond a competitive salary, plans are provided to assist in your financial future including retirement and pension plans as well as life and disability insurance.
• Parental leave: Parents are eligible for time off to care for their newborn, adopted child, or foster child. Parental leave benefits and pay vary by location.
• Professional development: Continuously grow through development workshops, mentoring programs, and more.
• Community impact: We partner with communities to provide services in addition to sponsoring our own events.
• Live your best life: Invest in yourself, on us. Our monthly wellness stipend is designed to support your life beyond the screen, giving you the flexibility to fuel your passions and your well-being.
• Mental health: Access to Headspace’s well known meditation support plus coaching and therapy, for you and additional loved ones.

• Proficient in using MEDDICC/MEDDPICC with a consistent track record of exceeding quarterly and annual quotas that reach above $1-1.2M; Deal sizes and sales cycle experience align with the segment
• Bachelor’s degree or equivalent experience required
• Must be able to work in a fast-paced and rapidly changing environment
• Ability to identify client pain points and develop unique and compelling value propositions that focus on delivering value to the client. (Customer first mentality)
• Proven ability to successfully navigate complex SaaS deals and articulate the distinct aspects of products and services and position them against competitors
• Coachable, willing to learn, collaborative with team, and great at building relationships
• 5-7+ years of SaaS sales experience selling enterprise, B2B solutions (steady and progressive tenure in career, ideally 3 years in one company) OR Senior Manager or higher in a Risk Advisory practice (i.e. risk management, internal audit) of a Big4 firm or mid-tier firm
• Ability to negotiate pricing with a focus on retaining value
• Excellent listening, negotiation, and presentation skills
• Strong executive presence