Account Executive / SaaS / NYC

About the role

A rapidly growing AI technology company is transforming how financial institutions manage regulatory compliance. Its platform uses artificial intelligence to automate and consolidate securities compliance workflows, analyzing millions of data points across emails, text messages, marketing materials, investment accounts, and regulatory filings to identify potential violations. Following significant growth and a $30 million Series A funding round, the company is building a modern alternative to legacy compliance software and is trusted by more than 300 financial institutions representing over $4 trillion in assets under management.

As an Account Executive, you'll own the full sales cycle for new business, closing mid-market deals with annual contract values ranging from $40,000 to $100,000. You'll prospect into named accounts, partner with Business Development and Marketing, lead discovery conversations and tailored product demonstrations, navigate complex buying processes, and negotiate and close deals. Beyond individual sales performance, you'll have a meaningful voice in shaping the company's sales process, messaging, product strategy, and go-to-market playbooks. This is an opportunity for an ambitious, high-performing seller who wants significant ownership and the chance to help build a sales organization at a rapidly scaling startup. The company values learning velocity, grit, and a willingness to solve problems independently rather than rely on unnecessary handoffs. You'll work closely with company leadership and product teams, compete against established legacy vendors, and have the opportunity to make a direct impact on revenue growth.

Responsibilities

• Own the end-to-end sales cycle for new business opportunities with $40,000–$100,000 in annual contract value
• Prospect into named accounts and develop targeted outbound strategies
• Partner with BDRs and Marketing to generate and advance qualified opportunities
• Conduct rigorous discovery sessions to understand customer pain points, buying processes, and business objectives
• Deliver tailored product demonstrations tied to measurable customer outcomes
• Map stakeholders, identify internal champions, and build relationships across buying committees
• Develop mutual action plans to advance late-stage opportunities and maintain deal momentum
• Negotiate contracts with discipline while minimizing unnecessary discounting and shortening sales cycles
• Maintain at least 3x pipeline coverage against near-term sales goals and deliver accurate forecasts
• Consistently achieve monthly bookings targets and drive strong win rates on qualified opportunities
• Compete effectively against established vendors through strong positioning and objection handling
• Provide actionable feedback to company leadership and Product on customer objections, messaging gaps, and competitive intelligence
• Collaborate with Account Management to ensure smooth handoffs and accelerate customer time-to-value
• Help refine sales playbooks covering prospecting, discovery, demonstrations, proposals, and competitive takeout strategies
• Contribute to the evolution of the company's sales process, product strategy, and go-to-market organization

Requirements

• 3–5+ years of quota-carrying Account Executive experience in B2B SaaS
• Consistent history of meeting or exceeding sales quotas, particularly in mid-market segments
• Proven success closing deals with annual contract values between $40,000 and $100,000
• Experience owning the full sales cycle, from prospecting and discovery through negotiation and closing
• Strong discovery, presentation, demonstration, negotiation, and objection-handling skills
• Ability to build qualified pipeline through a combination of self-sourced outbound prospecting and BDR-generated opportunities
• Strong organizational skills, including accurate forecasting, CRM discipline, and pipeline management
• Ability to manage multiple stakeholders and navigate complex enterprise buying processes
• High degree of ownership, accountability, and initiative
• Strong learning agility and ability to quickly master new products, industries, and competitive landscapes
• Entrepreneurial mindset with the ability to thrive in a fast-paced, high-growth environment

Qualifications

• Experience selling to financial services organizations or compliance-focused buyers
• Background in regulatory technology, securities compliance, fintech, or related markets
• Experience at an early-stage or high-growth startup
• Track record of outperforming sales targets or ranking among the top sellers at a previous organization
• Experience competing directly against established software vendors
• Experience building sales playbooks, refining messaging, and improving discovery and demonstration processes
• Experience partnering closely with founders, Product, Marketing, BDRs, and Account Management
• Strong commercial judgment and ability to balance deal velocity with disciplined negotiation
• Demonstrated entrepreneurial experience, such as founding a company or helping scale an early-stage business

Pay

Competitive Base Salary and Commission Structure; Equity

Benefits

• 401(k) with 100% Company Match on Contributions up to 6%