Enterprise Account Executive

Optro

3d • $120,000 - $150,000 • Remote

About The Position

Optro is seeking an Enterprise Account Executive to sell its AI-powered GRC Intelligence Platform to large publicly traded and private organizations. The role manages high-value accounts and closes complex sales, combining cross-sell and upsell opportunities with new customer acquisition. The position is remote and must be based in California, with 25%–30% travel for client and partner meetings, events, and conferences.

The Enterprise Account Executive owns full-cycle sales, from territory planning and pipeline generation through closing. The role engages senior executives and economic buyers, develops tailored solutions and business cases, demonstrates Optro’s products, and guides prospects through the sales process. The successful candidate works with internal sales, product, implementation, and customer success teams, while developing relationships with Big Four and boutique consulting partners.

Requirements

• Be a Senior Manager or higher in a Big Four Risk Advisory practice, such as risk management or internal audit; alternatively, have at least 7 years of sales experience, including at least 4 years selling enterprise/B2B SaaS solutions.
• Rank among the top 10% of salespeople in the current role and have a consistent record of exceeding quarterly and annual quotas above $1.3M–$1.7M, with deal sizes and sales cycles aligned to the segment.
• Demonstrate success navigating complex SaaS deals, articulating product and service differentiators, and positioning offerings against competitors.
• Have strong executive presence.
• Be skilled in the MEDDICC/MEDDPICC sales methodology.
• Be coachable, willing to learn, collaborative, and effective at building relationships.
• Have excellent listening, negotiation, and presentation skills.
• Be able to work in a fast-paced and rapidly changing environment.
• Have a bachelor’s degree or equivalent experience.

Responsibilities

• Sell Optro products to large publicly traded and private organizations.
• Execute full-cycle sales, including territory planning, pipeline generation, and progressing opportunities to close.
• Expand business opportunities in existing and new customer accounts through cross-sell, upsell, and new business acquisition.
• Strategize multi-pillar platform sales across business units and economic buyers.
• Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions.
• Identify prospects’ pain points, communicate Optro’s value and differentiators, demonstrate the product, and guide prospects through the sales process.
• Travel 25%–30% for client and partner meetings, events, and conferences.
• Co-create solutions and business cases that help stakeholders advocate for and adopt Optro.
• Work with SDRs/BDRs, Product Solutions, and Value Architects to achieve sales goals.
• Partner with Implementation and Customer Success teams to support customers and set expectations.
• Develop the partner ecosystem, including Big Four and boutique firms, to support business development.

Benefits

• $200 per month for anything that enhances your life (LYBL).
• Comprehensive employee health coverage.
• 401(k) with company match.
• Competitive compensation and bonus program.
• Flexible vacation for exempt employees and accrued vacation for non-exempt employees.
• Time off for birthdays and volunteering.
• Employee resource groups.
• Team and company-wide get-togethers.
• Parental leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior