Enterprise Account Executive (West) (Remote)

Optro

19h•Remote

About The Position

Having surpassed $300M ARR and continuing to grow, Optro is the leading audit, risk, ESG, and InfoSec platform on the market, leveraged by over 50% of the Fortune 500. Optro is top-rated on G2.com and Gartner Peer Insights and has been recognized as one of the 500 fastest-growing tech companies in North America for seven consecutive years by Deloitte. At Optro, the team is inspired to innovate, focusing on helping customers and contributing to the company's and communities' greater good, aiming to create the most loved platform. Joining Optro as an Enterprise Account Executive offers the opportunity to sell groundbreaking solutions to large organizations, managing high-value accounts and closing significant deals. The role involves engaging with C-level executives at Fortune 500 companies to solve complex problems and present compelling solutions. Optro fosters a culture of mentorship and professional development, ensuring continuous growth. The position involves working with state-of-the-art audit, risk, and control solutions, collaborating with industry partners, and expanding professional networks through industry events. This role is a chance to transform risk management and audit through innovative solutions and strategic partnerships.

Requirements

Senior Manager or higher in a Risk Advisory practice (risk management, internal audit) of a Big 4 firm, OR 7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions
Ranked among the top 10% of salespeople in your current role with a consistent track record of exceeding quarterly and annual quotas that reach above $1.3M-$1.7M; deal sizes and sales cycle experience align with segment.
Proven ability to successfully navigate complex SaaS deals, articulate the distinct aspects of products and services, and position them against competitors.
Strong executive presence.
Skilled in utilizing MEDDICC/MEDDPICC sales methodology.
Coachable, willing to learn, collaborative, and great at building relationships.
Excellent listening, negotiation, and presentation skills.
Must be able to work in a fast-paced and rapidly changing environment.
Bachelor’s degree or equivalent experience required.

Responsibilities

Selling Optro 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 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.
Strategize multi-pillar platform sales across multiple business units and economic buyers.
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 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, Product Solutions, and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set customer expectations.
Develop the partner ecosystem (Big 4 and boutique firms) to aid in business development efforts.