Strategic Account Executive

About the role

You will own the full end-to-end sales cycle for a portfolio of enterprise mortgage lenders and servicers, acting as the primary executive advocate for your accounts. You are responsible for discovering complex pain points and articulating how ValonOS solves them in a way that aligns with strategic outcomes. This role requires you to build and maintain deep, trust-based relationships with C-suite leaders and cross-functional stakeholders across large, complex organizations. You will translate ambiguous customer challenges into structured, compelling narratives that position Valon as the only viable platform for regulated finance transformation. A core part of this position involves documenting and refining repeatable sales methodologies that can scale as the company grows into new regulated markets. You will leverage your expertise to forecast revenue accurately and drive pipeline progression from initial discovery to closed-won agreements. Ultimately, you will help define the go-to-market playbook while demonstrating how AI-native infrastructure creates durable competitive advantage in an industry ripe for disruption.

Key facts

What you'll do

Identify and qualify strategic enterprise accounts within the mortgage servicing and lending ecosystem, focusing on organizations with complex operational and regulatory requirements.

Conduct in-depth discovery sessions to map stakeholder ecosystems, uncover latent needs, and frame ValonOS capabilities in terms of business value and risk mitigation.

Deliver tailored product demonstrations that connect specific features to client strategic objectives, using live workflows and data scenarios to illustrate transformation.

Develop multi-threaded relationship strategies that engage executives, legal, security, procurement, and operations stakeholders to build consensus and reduce friction.

Translate intricate technical concepts regarding data integration, workflow automation, and AI-native infrastructure into clear, accessible language for diverse audiences.

Own the commercial negotiation and contracting process, ensuring terms align with both customer needs and Valon's long-term strategic goals.

Maintain rigorous pipeline management by forecasting deal stages, monitoring progression, and ensuring accurate sales forecasting for enterprise cycles spanning six to twelve months.

Collaborate with product and engineering teams to synthesize customer feedback into actionable strategic insights that inform the ValonOS roadmap.

Represent the company at key industry conferences and events, positioning Valon as a thought leader in the evolution of regulated software infrastructure.

Establish and document repeatable sales playbooks that standardize best practices for entering and scaling within large, regulated financial enterprises.

Champion the adoption of structured, data-driven decision-making by articulating how platform analytics drive operational improvements and margin expansion.

Act as a primary point of contact for customers post-sale, ensuring smooth implementation handoffs and identifying expansion opportunities within the ValonOS ecosystem.

Leverage your expertise in mortgage servicing operations to ask insightful questions that reveal the true cost of legacy systems and the value of modernization.

Proactively manage a territory that balances new prospecting with deep cultivation of existing strategic accounts to maximize lifetime value.

Drive adoption of new features and modules by educating customers on capabilities that solve emerging compliance, efficiency, and customer experience challenges.

Requirements

You possess 5-10+ years of enterprise SaaS sales experience, with a proven history of owning strategic accounts and executing complex, multi-threaded deals.

You have a track record of selling mission-critical software into large enterprises, navigating security reviews, legal negotiations, and procurement processes with confidence.

You demonstrate high agency in ambiguous, founder-led environments where processes are not yet fully defined and you are expected to build systems as you scale.

You are comfortable quickly grasping intricate technical concepts related to integrations, data movement, implementation risk, and workflow transformation within regulated contexts.

You have the ability and desire to learn the mortgage industry in depth, including servicing operations, compliance requirements, and the economics of loan portfolio management.

You can build C-suite trust and manage multi-threaded buying committees, aligning diverse stakeholders around a shared vision for digital transformation.

You exhibit strong organizational skills and follow-through, ensuring meticulous forecast quality, stage progression, and deal inspection without sacrificing relationship depth.

You communicate effectively with executives, technical teams, and legal functions, translating business outcomes into compelling value propositions.

Nice to have

Prior experience in mortgage lending, origination, or servicing operations is helpful but not required.

Familiarity with compliance, security, and legal frameworks specific to financial services is a plus.

Experience selling AI-native platforms or infrastructure software in regulated industries is preferred.

Practical notes

Travel to clients 25% of the time.

Throughout the interview process, please remember that emails will only be from val******@valon.bio domains.