Strategic Account Executive (West)

Optro

7d • $132,000 - $198,000 • Remote

About The Position

Optro is seeking a results-driven Strategic Account Executive to manage and expand relationships with high-revenue enterprise clients, including accounts with more than $15 billion in revenue, while also pursuing new customers. The role owns a territory of named accounts and partners with Customer Success, Alliances, Product, Engineering, and other cross-functional teams to deliver strategic sales motions, including new business and high-touch cross-sell and upsell opportunities.

The Strategic Account Executive develops a solution-centric sales approach focused on total addressable ARR and premium support. The role works with advisory firms and key decision-makers to identify impactful integrations, acts as a trusted advisor to large and complex accounts, and helps shape product offerings around customer needs. The position involves selling AuditBoard products to large public and private organizations and requires 25%–30% travel for customer and partner meetings, events, and conferences.

Requirements

• At least 7 years of sales experience, including at least 4 years selling enterprise or B2B SaaS solutions in a high-growth or dynamic sales environment.
• A consistent record of exceeding quarterly and annual quotas, with quota attainment above $1.3 million–$1.7 million.
• Experience managing deals with values of $100,000–$1 million or more in ARR and understanding the segment’s buying processes and stakeholder dynamics.
• Demonstrated ability to navigate complex SaaS deals, explain product and service distinctions, engage multiple stakeholders, and position offerings against competitors.
• Experience leveraging cross-functional teams, including Customer Success, Solution Engineering, and Renewals, to drive customer satisfaction and expansion across large enterprises.
• Executive presence and ability to build trusted C-suite relationships.
• Skill in using the MEDDICC or MEDDPICC sales qualification framework.
• Excellent listening, responsiveness, and presentation skills.
• Adaptability, a growth mindset, commitment to continuous improvement, and a collaborative approach to team success.
• Ability to work in a fast-paced, rapidly changing environment.
• Bachelor’s degree or equivalent experience.
• Ability to complete a required background check.

Nice To Haves

• Experience in regulated industries.
• Experience navigating legal negotiations.

Responsibilities

• Sell AuditBoard products to large publicly traded and privately held organizations.
• Execute the full sales cycle, including territory planning, pipeline generation, opportunity progression, and closing.
• Expand opportunities within existing and new customer accounts through cross-sell, upsell, and net-new customer acquisition.
• Develop multi-year account plans, territory plans, and tailored strategies for multi-pillar platform sales across business units and economic buyers.
• Build trusted relationships with C-suite executives and understand their priorities to develop aligned solutions.
• Identify prospect pain points, communicate AuditBoard’s value and differentiators, demonstrate the product remotely or onsite, 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 AuditBoard.
• Work with SDRs, Product Solutions/Sales Engineers, and Value Architects to achieve sales goals, and partner with Implementation and Customer Success to support customers and set expectations.
• Develop relationships with Big Four accounting firms and boutique firms to support business development.

Benefits

• $200 per month for anything that enhances your life through the Live Your Best Life program.
• Comprehensive employee health coverage.
• 401(k) with company match.
• Competitive compensation and bonus program.
• Flexible vacation for exempt employees or 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