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United States
Remote only
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Commercial Account Executive based in the United States.
Join a fast-growing SaaS organization delivering AI-powered solutions that help enterprises manage risk, audit, compliance, and information security more effectively. As a Commercial Account Executive, you will drive new business growth by managing the full sales cycle and building relationships with senior decision-makers at large public and private organizations. You will identify customer challenges, develop compelling value propositions, and demonstrate how innovative technology can deliver measurable business outcomes. Working closely with sales development, product solutions, implementation, customer success, and channel partners, you will turn opportunities into lasting customer relationships. This role combines strategic account planning, executive engagement, and complex enterprise selling in a performance-driven environment. With substantial earning potential and opportunities for professional development, you will play a key role in expanding market reach and accelerating business growth.
As a Commercial Account Executive, you will own the sales process from prospecting through contract closure, focusing primarily on acquiring new customers and consistently exceeding revenue targets.
Manage the full sales cycle, including territory planning, pipeline generation, opportunity development, negotiation, and closing.
Build a sustainable pipeline and achieve annual sales targets exceeding $1 million, with a strong emphasis on new business acquisition.
Pursue new opportunities within assigned territories while expanding relationships with existing customers, allocating approximately 90% of sales efforts to new business and 10% to expansion.
Build trusted relationships with senior executives, including Chief Financial Officers, Chief Information Officers, Chief Technology Officers, Chief Audit Executives, and other senior business leaders.
Identify customer pain points, communicate product differentiation, deliver compelling demonstrations remotely and on-site, and guide prospects through complex buying processes.
Develop tailored solutions and business cases that demonstrate business value and help secure stakeholder alignment and adoption.
Collaborate with Sales Development Representatives, Business Development Representatives, and Product Solutions teams to generate opportunities and advance deals.
Partner with Implementation and Customer Success teams to establish expectations and support a smooth customer transition.
Apply the MEDDICC sales methodology to qualify opportunities, manage sales strategies, and improve forecasting and execution.
Work with channel partners to identify, develop, and close strategic opportunities.
Represent the organization at customer meetings, industry events, and conferences, with an expected travel commitment of approximately 25–30%.
Requirements:
The ideal candidate combines strong enterprise sales expertise with executive-level communication skills, commercial judgment, and a consistent record of achieving ambitious revenue goals.
5–7 or more years of SaaS sales experience selling enterprise B2B solutions, ideally with a history of steady career progression and approximately three years of tenure at one company; alternatively, experience as a Senior Manager or above in a Big Four or mid-tier firm's risk advisory practice, particularly in risk management or internal audit.
Proven success using MEDDICC or MEDDPICC to manage complex sales cycles and consistently exceed quarterly and annual quotas above $1 million to $1.2 million.
Experience managing deal sizes and sales cycles aligned with enterprise or commercial customer segments.
Strong executive presence and the ability to build credibility with senior stakeholders across business and technology functions.
Excellent relationship-building, listening, presentation, negotiation, and communication skills.
Ability to negotiate pricing while protecting deal value and maintaining a focus on customer outcomes.
Demonstrated ability to navigate complex SaaS sales processes, differentiate products from competitors, and communicate compelling business value.
Strong discovery and consultative selling skills, including the ability to uncover customer challenges and develop tailored value propositions.
A collaborative, coachable mindset and willingness to learn, share knowledge, and contribute to team success.
Ability to thrive in a fast-paced, evolving environment while managing multiple opportunities and competing priorities.
Bachelor's degree or equivalent practical experience.
Willingness to travel approximately 25–30% for customer and partner meetings, events, and conferences.
Ability to successfully complete a background check as a condition of employment.
Benefits:
Annual base salary: $88,000–$132,000 USD, based on experience, relevant skills, certifications, responsibilities, and location.
Commission and bonus opportunities: Competitive compensation and incentive programs tied to performance.
Equity: Compensation opportunities may include equity, subject to the applicable package.
Health coverage: Comprehensive employee health benefits.
Retirement savings: 401(k) plan with company matching.
Monthly lifestyle allowance: $200 per month to support activities and resources that enhance personal well-being.
Flexible time off: Flexible vacation for exempt employees and accrued vacation for non-exempt employees.
Birthday leave: Time off to celebrate your birthday.
Volunteer time off: Dedicated time to participate in volunteering activities.
Parental leave: Support for employees and their families.
Employee resource groups: Opportunities to connect with colleagues and participate in employee communities.
Team events: Opportunities to build relationships through team gatherings and company-wide events.
Remote work: A remote position for candidates based in the United States.
Professional growth: The opportunity to develop your enterprise sales expertise within a rapidly growing SaaS environment.
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