Enterprise Account Executive

About the role

You will own the end-to-end sales cycle for strategic enterprise deals, driving revenue growth and market expansion within your assigned territory. You will act as the primary trusted advisor to C-level executives, translating complex risk and audit challenges into clear, compelling value propositions. This role requires you to build and maintain long-term relationships that position Optro as the central intelligence platform for governance and decision-making. You will leverage deep product expertise to navigate multi-threaded buying organizations and influence economic buyers. Success in this role means becoming a visible leader at industry events and shaping the conversation around modern GRC and audit solutions. You will mentor junior team members while continuously refining your own sales acumen in a high-growth environment. This is a role designed for ambitious sellers who want to own their impact and see the direct results of their efforts on the top line.

Key facts

What you'll do

• Execute a consultative sales process that uncovers client pain points and aligns Optro capabilities with strategic business objectives.
• Develop and manage a robust pipeline of enterprise opportunities, forecasting accurately and maintaining rigorous documentation in CRM.
• Partner with Solution Architects to design tailored demonstrations and proof-of-concept scenarios that highlight platform differentiation.
• Articulate the business case for Optro adoption, creating multi-pillar narratives for finance, risk, and audit stakeholders.
• Travel approximately 25% to 30% to client sites, partner meetings, and industry conferences to build presence and close deals.
• Collaborate with Legal and Finance teams to structure contracts, negotiate terms, and ensure alignment with enterprise procurement standards.
• Work alongside Customer Success and Implementation teams to ensure smooth onboarding and to reinforce long-term account health.
• Identify and cultivate relationships with economic buyers, influencers, and champions across complex organizational hierarchies.
• Leverage sales intelligence tools to research target accounts, map stakeholder ecosystems, and prioritize high-impact activities.
• Contribute to the development of sales playbooks, battle cards, and enablement materials based on real-world deal experiences.
• Build a strong network within the partner ecosystem, including Big 4 firms and boutique consultancies, to generate referrals and co-sell opportunities.
• Represent Optro at key industry forums, panels, and events to establish thought leadership in enterprise risk management.
• Track and analyze competitive landscape insights to inform positioning and refine value propositions over time.
• Own key performance metrics including pipeline creation, win rate, and average deal size to drive continuous improvement.

Requirements

• You hold a Bachelor's degree or equivalent experience that demonstrates advanced business acumen.
• You are a seasoned professional with at least 7 years of sales experience, including a minimum of 4 years focused on enterprise or B2B SaaS solutions.
• You have a documented history of ranking in the top 10% of sales performers in your current or previous organizations.
• You consistently exceed quotas, with a track record of achieving deal sizes and sales cycles that align with enterprise segments, typically in the range of $1.3M to $1.7M.
• You are highly proficient in navigating complex SaaS sales cycles, including multi-threaded buying committees and extended evaluation processes.
• You possess a strong executive presence and communicate confidently with senior leaders such as CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs.
• You are an expert in MEDDICC or MEDDPICC sales methodologies and apply these frameworks to structure and win large deals.
• You demonstrate coachability, a genuine willingness to learn, and the ability to collaborate effectively within cross-functional teams.
• You have excellent listening, negotiation, and presentation skills, allowing you to influence without authority.
• You thrive in fast-paced, rapidly changing environments and manage multiple priorities with clarity and composure.
• You are comfortable managing confidential information and adhering to strict compliance and security standards.
• You have a proven ability to build and maintain strategic relationships with partners, including major audit and professional services firms.

Nice to have

• Prior experience selling governance, risk, and compliance (GRC) or audit technology platforms.
• Familiarity with frameworks for quantifying risk and demonstrating ROI to executive stakeholders.
• Background in working with or interfacing closely with Big 4 consulting firms.

Practical notes

This position is remote but must be based in (California).

Travel is expected to be approximately 25% to 30%, including client meetings, partner discussions, and industry events.

Candidates must be eligible to work in the United States without sponsorship.