Enterprise Account Executive

About the role

We're hiring an Enterprise Account Executive to own new business. This is a full-cycle role. You'll run discovery, structure deals, navigate legal and technical procurement, and close new clients across our primary verticals: banks, lenders, and fintechs. You'll work closely with SDRs, Product Marketing, and our technical team. You'll also carry commercial ownership for your largest accounts post-close, acting as the de facto account manager until a deal reaches the scale to warrant a dedicated handoff.

This is not a commodity sale. Spinwheel's buyers are product managers, payments leads, and engineering stakeholders, and are sophisticated about what they're buying. The AE who succeeds here can articulate infrastructure tradeoffs, navigate multi-stakeholder deals, and build executive relationships with financial institutions.

Responsibilities

• Manage the full sales cycle for new clients, from inbound qualification and outbound prospecting through discovery, demo, negotiation, and close
• Run structured discovery to understand a prospect's consumer credit lifecycle, technical architecture, and current vendors before proposing a solution
• Navigate multi-stakeholder deals involving product, engineering, legal, compliance, and executive buyers
• Collaborate with SDRs on account strategy for target accounts; provide clear feedback to improve inbound qualification
• Build and maintain a pipeline with sufficient coverage to meet targets; forecast accurately and consistently in HubSpot
• Develop a working knowledge of the competitive landscape, including competition, bureau-direct options, and adjacent players, and apply it in active deals
• Share deal learnings, win/loss patterns, and buyer language with Product Marketing to sharpen positioning and enablement materials
• Flag product gaps and market signals to product and leadership as a trusted voice of the buyer

Requirements

• 5+ years of full-cycle B2B sales experience, with at least 2 years direct Fintech, API, or selling into lending institutions (banks, lenders, fintechs, credit unions)
• Experience and track record of success closing complex, multi-stakeholder enterprise deals rather than transactional volume sales
• Experience selling infrastructure, data, or API-based products is strongly preferred. You don't need to write code, but you need to understand how APIs are evaluated and bought
• Familiarity with the consumer credit ecosystem, including bureaus, identity verification, payments rails, or lending workflows, is a meaningful advantage
• Proven success meeting or exceeding quota

Skills

• Discovery-first mindset: you ask before you pitch, and you can translate a prospect's business problem into a product recommendation
• Technical fluency: comfortable in conversations that involve API integration, data normalization, compliance considerations, and technical architecture, even when you're not the technical expert in the room
• Intellectual honesty: you represent the product accurately, manage expectations clearly, and know when a deal isn't a fit
• Data-driven: you own your pipeline numbers, understand what they mean, and use them to prioritize your time
• Grit: the fintech sales cycle can be long, the buying committee is complex, and deals stall. You stay persistent and creative without becoming pushy
• Collaboration: you work well with SDRs, CSMs, and technical resources. You prepare properly before bringing in support, and you give credit freely

Benefits

• Competitive base salary and variable compensation (50% base, 50% commission)
• Equity in a high-growth infrastructure company at an early and critical stage
• A lean, high-trust environment where your deals actually move the needle
• Direct access to leadership, product, and engineering with no bureaucracy between you and the answers you need
• Opportunity to help shape the sales process, not just execute it