Senior Enterprise Account Executive - EMEA

RapidRatings

3d•Remote

About The Position

As a fintech company with a vast addressable market, we empower our employees to be thought leaders as they navigate various customer problems – whether internal or external – and to be challenged to develop solutions that create a positive impact for our business. Rapid Ratings is actively looking for a proven Senior Account Executive (AE) to join our exceptional Sales team and expand our GTM presence in North America. This role reports into the VP of Sales. The mission of the Senior Account Executive is to help create enterprise value for each customer by deploying our predictive analytics and financial risk reporting systems. This role has 3 core areas of responsibility: Closing qualified opportunities with high rates of conversion to achieve quarterly and annual quota targets; Progressing pipeline to align business cases with buying cycles, with the sales EQ necessary to both rigorously qualify and disqualify opportunities; and Consistently building new pipeline to replace opportunities won or lost. This requires a proactive and entrepreneurial mindset to engage with potential customers across all channels. Success in these areas also relies heavily on keen discovery skills to identify leads with potential business problems that we can solve, as well as effective communication to align multiple stakeholders with a problem that can be solved through Rapid Ratings’ capabilities and value-driven sales process. A successful Senior Account Executive at Rapid Ratings never stops selling; top reps consistently sell through the first deal to help ensure value delivery after getting the first contract in the door, and driving towards significant Enterprise Growth after adoption is complete. While this is just one dimension of the overall role for a Senior Account Executive, it is an important element that requires experience in project management and cross-functional leadership to drive growth. The ideal candidate draws from experience in the Supply Chain, Third Party Risk, Credit Risk, or Risk Management fields. These industries are undergoing rapid change as risk management disciplines evolve, while companies face economic, operational, regulatory, and capital challenges. Challenges bring opportunities, and Rapid Ratings is critical in guiding the world's leading corporations and financial institutions to proactively manage these risks and to create resilience and business opportunities in the process. All Account Executives are expected to apply a consultative approach to navigate the sales process and help potential customers identify business gaps in their current risk management programs that can be solved with Rapid Ratings’ solution. Sales cycles, depending on the deal, can move as quickly as 30-90 days for wins focused on mid-market accounts or “land and expand” strategies, whereas larger enterprise deals will often take 6-9 months to align with the timelines of procurement budget/buying cycles.

Requirements

Subject matter expertise in Supply Chain Management, Supply Chain Risk Management (SCRM), Third Party Risk Management (TPRM).
Knowledge of GRC solutions is a plus.
BA/BS degree (or equivalent; MBA or advanced degree preferred).
A verifiable track record of sales quota attainment (Experience and success in Solution Selling or like methodologies in complex environments of 6+ months sales-cycle durations and ARR in excess of $500,000).
Minimum 5 years’ relevant work experience.
Domain expertise of SaaS-based solutions is a plus but not a requirement.
Outstanding analytical, organizational, communication, presentation and negotiation skills.
High comfort level and presence of senior-level executives and decision-makers.
Hungry, Humble, Capable.
Highly competitive and coachable.
Ability to work within a team environment.
Ability to independently identify, investigate and develop solutions to problems (business, operational and ideally technical).
Ability to manage multiple projects/initiatives to meet predetermined deadlines, setting direction for and ensuring the success of all prospect engagements.
Demonstrated proficiency in software productivity tools (CRM, word processing, spreadsheet, presentation and database software) to meet goals of position.
Ability to function independently, with minimal supervision, setting direction communicating effectively with internal and client stakeholders, and enlisting help as needed.
Ability to prioritize and delegate work as needed.
Ability to establish friendly, professional and cooperative relations with internal and external contacts.
Organizational and Territory Management Skills (strategic thinking, goal-setting, business metrics driven, time management, etc.)

Nice To Haves

Experience in Enterprise SaaS, Software Sales or Technology with an understanding MEDDPIC principles, and/or Solution Selling Methodology
Challenger mindset and approach to sales
Experience in credit, financial risk, or third-party risk more broadly
Demonstrated sales process and high IQ/EQ to determine “fit” with potential buyers to ensure sales efficiency
Cross-functional experience to work with partners and internals teams to drive opportunities and win deals
Proven selling success of meeting or exceeding quotas and goals
Strong desire to learn and earn in a fast-paced environment
Professional presence as well as outstanding interpersonal, verbal, and written communication and negotiating skills
Demonstrable understanding of B2B sales processes.
Willingness to travel 50% of the time

Responsibilities

Individual Contributor Responsible for qualifying, developing, and closing new opportunities within a list of ~75 strategic accounts in EMEA.
Develops and maintains relationships with key decision makers
Develops a business plan and sales strategy (new business) for each branch and major program in the assignment to ensure tactical penetration and Management of leads proved by internal and external BDRs.
Overachievement of quarterly sales quota through selling TPRM, SCRM platform to well-qualified prospects using the Rapid Ratings sales process.
Conduct market research and recommend product positioning and pricing strategy.
Manage the development and maintenance of referral-generation plans.
100% certification of Rapid Ratings methods, products and services.
Strategically manage a global territory of Accounts within Rapid Ratings’ core verticals (Auto, Aerospace & Defense, Banking/Insurance, Industrials, HC/Pharma, Technology/Semiconductors), and deploy a lead-generation strategy focused on sourcing new opportunity accounts
Work with the assigned Business Development Representative (BDR) to create a support plan for conducting outreach to designated high-value accounts within the assigned territory
Focus on activity rate – number of new connections, first calls, meetings, all maintained in Salesforce
Consistently achieve quarterly and annual sales quota objectives
Manage pipeline and opportunity stages to be consistent at all times with Rapid Ratings Sales Methodologies and Policy
Continuous learning to always improve selling tactics and strategies to increase win %