Software Sales Associate Director - FinCrime

Accenture • St. Louis, MO

10d • $138,800 - $369,800

About The Position

The Associate Director, Software Sales owns end-to-end revenue accountability for an assigned product cluster and geography, leading complex enterprise software sales cycles from origination through close. The role works closely with Accenture client account teams and, when applicable, directly with clients to position and sell Accenture’s proprietary software portfolio. It also coordinates a small team of sales professionals and manages channel and technology partners as sources of pipeline origination and co-selling.

The role focuses on selling Fincrime OS in financial services. It requires understanding financial crime compliance operations, regulations, buyer needs, competing solutions and commercial models. The successful candidate can explain the value of AI-enabled financial crime agents that investigate alerts and cases, gather and cite evidence, and draft narratives and recommendations, with human review for regulated decisions and a full audit trail.

Travel may be required, ranging from 25% to 100% depending on business need and client requirements. Compensation includes base pay and eligibility for additional incentive compensation under the Sales Achievement Bonus Plan. The listed annual salary ranges vary by location, from $138,800–$272,100 in Maine to $173,500–$369,800 in New Jersey; other listed ranges are California $163,000–$369,800, Colorado/Connecticut/Maryland/Minnesota $163,000–$319,500, District of Columbia/Massachusetts/Virginia $173,500–$340,200, Illinois/New York/Ohio $150,900–$319,500/$369,800/$295,800 respectively, and Washington $173,500–$340,200. Accenture offers medical, dental, vision, life and long-term disability coverage, a 401(k) plan, bonus opportunities, paid holidays and paid time off.

Requirements

• At least 10 years of experience in enterprise software sales or a closely related commercial role.
• At least 8 years of experience selling software solutions to large enterprises; familiarity with SaaS, license and managed service commercial models.
• Proven track record achieving and exceeding quotas, preferably $5 million or more ARR.
• At least 6 months of demonstrated experience selling AI-native software products built on LLMs, agentic workflows or machine learning platforms, with evidence of originated pipeline or opportunities advanced toward close.
• Bachelor’s degree or equivalent (minimum 12 years) of work experience; if holding an associate’s degree, at least 6 years of work experience is required.
• Understanding of financial crime compliance across KYC/CDD/EDD, AML transaction monitoring, sanctions and watchlist screening, and fraud operations, including regulatory drivers for investment.
• Ability to explain the Fincrime OS value proposition to financial crime, compliance and executive buyers, including lower cost per case, reduced handling time and consistent, evidenced decisions.
• Ability to position AI agents for alert and case investigation, evidence gathering and citation, and drafting narratives and recommendations with humans in the loop and a full audit trail.
• Awareness of competing labor-based managed service and BPO providers, AI-native investigation vendors and incumbent detection platforms, and ability to position Fincrime OS as complementary to existing detection estates.
• Ability to address objections concerning AI accuracy and explainability, model risk, data residency, vendor lock-in and workforce impact.
• Experience selling to compliance, risk, operations and procurement buyers in banking, payments, wealth, asset management and capital markets.
• Understanding of financial crime regulations and guidance, including FATF recommendations, BSA/AML and FinCEN, OFAC, FCA guidance, EU AMLD6 and AMLA, MAS and AUSTRAC, and regulator expectations during technology and outsourcing change programs.
• Understanding of financial services processes, regulatory requirements and technology priorities relevant to Fincrime OS.
• Experience selling and structuring outcome-based managed services priced per case with human review, SaaS-style platform subscriptions and AI-as-a-Service consumption models.
• Track record in managed services sales, including baselining operations, structuring pilots and proofs of value, planning transition and mobilization, and defining SLAs, KPIs, service credits and governance for multi-year agreements.
• Understanding of procurement dynamics for financial crime technology and services, including approval chains, third-party and outsourcing risk reviews, model risk validation, information security assessments and data residency requirements.
• Ability to build business cases covering cost per case against current fully loaded cost, capacity release, backlog reduction, total cost of ownership and cost of compliance versus cost of non-compliance.
• Proven record of closing multi-year, multi-million-dollar financial services deals and leading pursuits across pre-sales, delivery, legal and commercial teams.

Nice To Haves

• Managed Services experience.
• Financial crime compliance experience.

Responsibilities

• Own and deliver the annual software sales target (TCV) for an assigned product cluster and market, across license, SaaS, maintenance and direct services.
• Build and manage a qualified pipeline that fully covers the annual sales plan and maintain forecast accuracy across CRM pipeline categories.
• Lead multi-stakeholder sales cycles from origination through close, engaging C-suite buyers with a value-led narrative.
• Negotiate commercial terms, pricing and contractual structures in coordination with legal and deal desk.
• Drive sole-source and renewal strategies to protect and grow the installed base.
• Participate in client account planning with Accenture account teams and, where applicable, clients to identify and originate software sales opportunities.
• Coordinate pre-sales resources and internal specialists to accelerate pipeline velocity.
• Contribute to go-to-market strategy for the assigned product cluster, including pricing, packaging and market segment prioritization.
• Plan and attend industry events and conferences, represent the business, host or contribute to speaking opportunities, and complete follow-up actions within five business days.
• Identify, onboard and manage technology and channel partners as sources of pipeline origination and co-selling, including joint go-to-market plans, deal registration and revenue-sharing arrangements.
• Enable and coach partner sales teams on product positioning, qualification criteria and sales plays.
• Conduct regular partner performance reviews and adjust engagement when pipeline contribution falls short of targets.
• Provide day-to-day direction to a small team of sales professionals, typically 2–4, setting priorities, reviewing pipeline health, supporting deal strategy and aligning the team to revenue targets.
• Maintain accurate CRM deal data and produce weekly pipeline and forecast reports for senior leadership.
• Identify deal progression blockers and escalate them with a clear path to resolution.
• Share win/loss insights to inform product positioning and competitive strategy.
• Develop and position Fincrime OS value propositions and commercial models for financial services clients, including managed services, platform subscriptions and AI-as-a-Service.
• Build business cases, structure pilots and proofs of value, and lead pursuits across pre-sales, delivery, legal and commercial teams.

Benefits

• Market-competitive medical coverage.
• Dental insurance.
• Vision insurance.
• Life insurance.
• Long-term disability coverage.
• 401(k) plan.
• Bonus opportunities, including eligibility for the Sales Achievement Bonus Plan based on individual sales target achievement and subject to plan terms.
• Paid holidays.
• Paid time off.

What This Job Offers

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