Account Executive, Risk
This position is responsible for developing account plans for new and/or existing accounts. Prospects new customers and new business at existing customers and close full solution sales to corporate customers.
Location: remote based role, will cover CA region.
Products: Risk & Fraud solutions
About the Role:
In this opportunity you will:
- Prospecting: Prospecting is a must. Actively seek out new business opportunities with both new and existing customers to build a strong sales pipeline. Keep your sales pipeline clean and up to date, aiming for 3-4 times coverage of your sales targets on a monthly and quarterly basis.
- Account Management: Handle a list of major accounts (companies with revenues of $500M+), leading the entire sales process through account planning, to include initial contact, account planning, deal closing to renewal.
- Sales Goals: Meet or exceed your revenue targets.
- Cross-functional Collaboration: Work closely with other teams within the organization to tailor our solutions to address the customer needs.
- Relationship Building: Establish and maintain strong relationships with key decision-makers and stakeholders, understanding their challenges and demonstrating how our solutions can address them.
- Salesforce Maintenance: Regularly update our CRM system (salesforce.com) to maintain accurate records of your sales activities and to provide reliable sales forecasts. Engage in direct client meetings either in person or via platforms like MS Teams.
About You:
You're a fit for the role if you have:
- Proven ability to sell complex software solutions to large enterprises (revenues of $500M+), using a consultative and value-based approach.
- Must be a self-starter comfortable with ambiguity and possess a growth mindset, capable of managing change effectively.
- Experience selling to C-level executives applying a solution selling approach and the ability to identify business challenges and impact to their business if they don’t solve their challenges.
- Skilled in leading detailed sales processes involving various stakeholders.
- Strong commitment to the company's mission, with a deep understanding of artificial intelligence and its applications in enhancing legal department operations.
- Enthusiastic about prospecting and able to manage the entire sales cycle independently from initiation to closure.
- Ability to work well with teams across different departments (such as marketing, product, and legal) to achieve shared objectives.
- Eager to help refine sales strategies, enhance the sales team culture, improve the company’s value proposition, and develop sales tools to boost overall success.
- College degree preferred with a minimum of 5 years direct field sales experience (sales experience in the corporate sector preferred) with proven, exemplary track record of sales quota over achievement.
- Ability to develop and execute an account plan.
- Able to work from home office and travel to customer locations. 25-50% travel required.
