Segment Sales Executive

Opportunity at a Glance
The Segment Sales Executive is responsible for driving revenue growth and maintaining trusted, long-term relationships across a portfolio of midmarket accounts within an assigned U.S. territory. This role combines account management and business development responsibilities, including expanding relationships with existing customers, identifying whitespace opportunities, and prospecting new accounts to drive territory growth. The successful candidate will meet or exceed sales targets by engaging decisionmakers across multiple buying centers, uncovering new business opportunities, and developing strategic account plans that increase customer value and year-over-year revenue. This role is critical to expanding ACAMS' presence in the Midmarket segment and achieving our Americas growth objectives.

Responsibilities
New Business Acquisition

Identify and convert whitespace opportunities to expand ACAMS' presence across the assigned territory
Build a sustainable pipeline of qualified opportunities that supports long-term territory growth
Accelerate revenue growth through proactive prospecting and the acquisition of net-new customers

Account Expansion

Increase recurring revenue through strategic account planning and multi-product adoption
Increase revenue within existing accounts by driving cross-sell, upsell, and account expansion opportunities
Accelerate recurring revenue growth by converting annual agreements into strategic multi-year partnerships

Pipeline & Forecast Excellence

Improve business visibility through consistent pipeline hygiene and accurate forecasting that supports strategic decision-making
Create a balanced pipeline that supports consistent quota attainment and forecast accuracy

Customer and Product Impact

Position ACAMS as a strategic partner in helping organizations address financial crime and compliance challenges
Increase product adoption and customer engagement, driving measurable business value
Articulate ACAMS' value proposition in a way that aligns customer challenges with measurable business outcomes

Qualifications

Bachelor’s degree or equivalent experience required
5-7 years of experience in B2B sales within the Financial Crimes industry or in a related sector
Proven track record of successfully managing and growing client accounts
Demonstrated ability to develop and execute strategic sales plans that achieve revenue growth targets
Strong understanding of sales processes, techniques, and best practices in B2B environments
Strong written and verbal communication skills
Excellent interpersonal and relationship-building skills with the ability to engage and influence senior-level decisionmakers
Ability to adapt to a fast-paced and changing environment
Proficient in preparing and delivering compelling sales presentations and proposals
Experience with Salesforce CRM
Proficient computer skills using Microsoft Office suite including Word, Excel, Outlook and Windows based programs required
30%-40% domestic travel required
Highly prefer permanent residence in EST / CST time zones
This role is eligible for participation in ACAMS' sales incentive program with the terms of participation to be determined based upon responsibilities and qualifications as well as program terms.

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