Key Account Executive, Platform Risk Solutions

Overview

The Key Account Executive for PRS is a hybrid hunter and account manager. This person first hunts for new logo business, driving net-new revenue with large enterprise accounts and advancing pipeline from prospecting through close on complex, multi-stakeholder deals. Once an account is won, the same person rolls into the account manager responsible for the add-on growth and retention of the book of business they create.

Success Requires

• Strong enterprise sales acumen, including navigating complex organizations, conducting deep account research, and bringing a differentiated point of view to each interaction.
• Comfort engaging senior executives as well as working through procurement and contract details.

What You'll Do

• Own a targeted prospect list across defined vertical of online platforms, marketplaces, and digital ecosystems
• Approach every account with depth and intention. Research each prospect’s business model, regulatory landscape, and risk exposure, engaging with informed perspectives, not generic outreach.
• Build and execute multi-threaded outbound strategies that open and advance opportunities at the right organizational level.
• Lead consultative, multi-stakeholder sales cycles from initial discovery through contract execution, maintaining control and clarity throughout longer deal timelines.
• Navigate enterprise leadership, procurement, legal review, and contract negotiations with confidence, partnering with LegitScript's legal and finance teams where needed.
• Build consensus across economic buyers, technical evaluators, compliance leads, and executive sponsors with tailored value narratives.
• Own the deal end to end. You are the client's primary point of contact through close.
• Transition newly won accounts into a managed book of business, serving as the ongoing account manager and primary relationship owner after the initial sale.
• Drive add-on and expansion revenue across your book by identifying new use cases, introducing additional LegitScript solutions, and growing adoption within each account over time.
• Own renewals and retention. Protect and grow recurring revenue through proactive account planning, regular business reviews, and clear, ongoing demonstration of value.
• Develop deep expertise in LegitScript’s PRS portfolio and the regulatory frameworks that define risk within the Platform Risk space.
• Act as a strategic partner to prospects, helping them understand and quantify their risk exposure before positioning LegitScript as the solution.
• Partner with Sales Engineering, Product, Marketing, Operations, and Legal to develop customized solutions and keep deal momentum intact.
• Maintain accurate, timely deal data in Salesforce and provide honest visibility into stage and deal risk.
• Consistently meet or exceed targets across the full account lifecycle, including pipeline generation, new logo bookings, expansion, net revenue retention, activity KPIs, and quarterly revenue goals.

What You'll Bring

• 7 or more years of enterprise B2B sales experience, with a demonstrated track record of closing six- and seven-figure deals.
• Proven ability to navigate multi-stakeholder sales cycles involving legal, compliance, product, and executive decision-makers.
• Demonstrated success not only closing new business but also retaining and expanding existing enterprise accounts, with measurable growth of a managed book over time.
• Experience selling software-plus-services solutions, ideally in compliance, risk, e-commerce, healthcare, payments, or regulatory technology.
• Strong business acumen: the ability to understand a client's P&L, regulatory exposure, and strategic priorities and connect them to LegitScript's value proposition.
• Executive presence. Comfortable presenting to and building relationships with VP, SVP, C-Suite, and Board-level stakeholders.
• Skilled in consultative, research-driven sales. You prepare for accounts. You do not wing it.
• Experience managing and negotiating enterprise contracts, including MSAs and SLAs
• Strong written and verbal communication skills. Clear, confident, and direct.

Preferred

• Familiarity with Miller Heiman, Korn Ferry or a comparable structured sales methodology.
• Experience with Salesforce CRM for pipeline management and forecasting.
• Prior cross-functional work with engineering, product, or operations teams as part of a complex sale.
• Background in navigating global companies within the online platforms, marketplaces, and digital ecosystems industry preferred