Software Sales Associate Director - FinCrime

Accenture•Chicago, IL

About The Position

The Associate Director, Software Sales owns end-to-end revenue accountability for an assigned product cluster and geography, leading complex enterprise sales cycles from origination through close. The role works closely with Accenture client account teams and, when appropriate, directly with clients to position and sell Accenture’s proprietary software portfolio. It also coordinates a small sales team and manages technology and channel partners as sources of pipeline origination and co-selling. The position focuses on selling Fincrime OS to financial services organizations. The role requires knowledge of financial crime operations, compliance, regulatory obligations, competing solutions, procurement processes, and the commercial models available for technology and services. The successful candidate will build business cases, lead multi-year pursuits, and work across presales, delivery, legal, and commercial teams. Travel may range from 25% to 100%, depending on business and client needs.

Requirements

10+ years of experience in enterprise software sales or a closely related commercial role.
8+ years of experience selling software solutions to large enterprises.
Familiarity with SaaS, license, and managed-service commercial models.
A proven record of achieving and exceeding quotas; a quota of $5 million or more in ARR is preferred.
At least 6 months of demonstrated experience selling AI-native software products built on LLMs, agentic workflows, or machine learning platforms, with evidence of pipeline origination or opportunities advanced toward close.
Bachelor’s degree or equivalent, or at least 12 years of work experience. Candidates with an associate’s degree must have at least 6 years of work experience.
Knowledge of the financial crime compliance landscape, including KYC/CDD/EDD, AML transaction monitoring, sanctions and watchlist screening, fraud operations, and related regulatory drivers.
Ability to explain the Fincrime OS value proposition to compliance, financial crime, operations, and executive buyers.
Awareness of financial crime team operating pressures, including alert backlogs, false positives, periodic reviews, remediation programs, and manual investigation costs.
Awareness of the competitive landscape, including managed-service and BPO providers, AI-native investigation vendors, and incumbent detection platforms.
Experience selling to compliance, risk, operations, and procurement buyers in banking, payments, wealth, asset management, or capital markets.
Understanding of relevant financial crime regulations and guidance, including FATF recommendations, BSA/AML and FinCEN, OFAC, FCA guidance, EU AMLD6 and AMLA, MAS, and AUSTRAC.
Understanding of financial services processes, regulatory requirements, and technology priorities relevant to Fincrime OS.
Ability to structure commercial models such as outcome-based managed services, SaaS subscriptions, and AI-as-a-Service consumption models.
Track record in managed-services sales, including operational baselining, pilots or proofs of value, transition and mobilization, and defining SLAs, KPIs, service credits, and governance for multi-year agreements.
Understanding of procurement dynamics, including approval chains, third-party and outsourcing risk reviews, model-risk validation, information-security assessments, and data-residency requirements.
Ability to build a business case comparing current fully loaded cost per case, capacity release, backlog reduction, total cost of ownership, and compliance-related costs.
Proven record of closing multi-year, multi-million-dollar deals in financial services.
Experience leading pursuits across presales, delivery, legal, and commercial teams.
Willingness to travel as required; travel may range from 25% to 100% based on business need and client requirements.
Authorization to work in the United States without current or future visa sponsorship.

Nice To Haves

Managed-services experience.
Financial crime compliance experience.

Responsibilities

Own and deliver the annual software sales target for an assigned product cluster and market, covering license, SaaS, maintenance, and direct services.
Build and manage a qualified pipeline that covers the annual sales plan, and maintain forecast accuracy in the CRM system.
Lead multi-stakeholder sales cycles from origination through close, engaging C-suite buyers with a clear, value-led narrative.
Negotiate commercial terms, pricing, and contractual structures in coordination with legal and deal desk teams.
Drive sole-source and renewal strategies to protect and grow the installed base.
Work with Accenture client account teams and, where applicable, directly with clients to identify and originate software sales opportunities through account planning.
Coordinate presales 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 for and attend industry events and conferences, represent the business, contribute to speaking opportunities, and complete follow-up actions within five business days.
Identify, onboard, and manage technology and channel partners, 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 contributions fall short of targets.
Provide day-to-day direction to a small sales team, typically 2–4 people, by setting priorities, reviewing pipeline health, supporting deal strategy, and aligning the team around shared targets.
Maintain accurate CRM deal data and produce weekly pipeline and forecast reports for senior leadership.
Identify deal-progression blockers, escalate them with a resolution path, and share win/loss insights to inform product positioning and competitive strategy.
Position Fincrime OS and its financial crime agents, explaining their value proposition, human oversight, evidence gathering, recommendations, and audit trail.
Handle client objections concerning AI accuracy and explainability, model risk, data residency, vendor lock-in, and workforce impact.
Guide clients to appropriate outcome-based managed services, SaaS subscriptions, or AI-as-a-Service consumption models.
Build business cases covering cost per case, capacity release, backlog reduction, total cost of ownership, and compliance and non-compliance costs.
Lead pursuits across presales, delivery, legal, and commercial teams, including pilots or proofs of value, transition and mobilization planning, and agreement governance and performance measures.

Benefits

Medical insurance
Dental insurance
Vision insurance
Life insurance
Long-term disability coverage
401(k) plan
Bonus opportunities
Paid holidays
Paid time off
Sales Achievement Bonus Plan incentive compensation based on achievement toward individual sales targets, subject to plan terms