Commercial Account Executive

About the role

Join a dynamic and innovative team at Optro, where you'll sell groundbreaking solutions to some of the world's largest organizations. As a Commercial Account Executive, you'll drive significant impact by managing high-value accounts and closing game-changing deals. Engage with C-level executives, solving complex problems and presenting compelling solutions.

Responsibilities

• Execute full-cycle sales including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build a viable pipeline – this role has a 90% net new business target.
• Exceed annual sales targets of >$1M
• Expand new business opportunities in existing + new customer accounts within your assigned territory to meet and/or exceed quarterly/annual quota with 10% of your focus on expansion selling
• Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs
• Identify prospective customer's pain points, educate them on Optro's value, highlight our differentiators, effectively demo the product via video conference / onsite, and guide prospects through the sales process with 25%-30% travel, including client and partner meetings as well as events and conferences
• Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Optro into their organization
• Work closely with SDRs/BDRs and Product Solutions to achieve sales goals and partner with the Implementation and Customer Success teams to support and set customer expectations
• Develop and implement sales strategies aligned to goals and targets by leveraging MEDDICC sales methodology
• Collaborate with channel partners to tackle strategic opportunities

Requirements

5-7+ years of SaaS sales experience selling enterprise, B2B solutions (steady and progressive tenure in career, ideally 3 years in one company) OR Senior Manager or higher in a Risk Advisory practice (i.e. risk management, internal audit) of a Big4 firm or mid-tier firm

Proficient in using MEDDICC/MEDDPICC with a consistent track record of exceeding quarterly and annual quotas that reach above $1-1.2M; Deal sizes and sales cycle experience align with the segment

Strong executive presence

Coachable, willing to learn, collaborative with team, and great at building relationships

Ability to negotiate pricing with a focus on retaining value

Proven ability to successfully navigate complex SaaS deals and articulate the distinct aspects of products and services and position them against competitors

Ability to identify client pain points and develop unique and compelling value propositions that focus on delivering value to the client. (Customer first mentality)

Excellent listening, negotiation, and presentation skills

Must be able to work in a fast-paced and rapidly changing environment

Bachelor’s degree or equivalent experience required

Qualifications

Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.

This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information.

We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation.