Senior Account Executive

Lead the full sales cycle for net-new enterprise and corporate opportunities from qualification through close, owning deal strategy, negotiating the commercial structure within established guidelines, and coordinating with Solutions Consulting, Technical Accounting Consulting, Channel, and Customer Success resources to win complex, multi-stakeholder deals.

Conduct discovery with senior finance and accounting leaders to identify the financial risks and operational challenges prospects need to solve, and position one or more FinQuery products as the solution.

Partner with Solutions Consulting and Technical Accounting Consulting to deliver tailored product demonstrations that connect prospect challenges to measurable business value, across opportunities sourced by Marketing, Sales Development, Channel, and self-prospecting.

Guide opportunities through customer procurement, legal, and information security review processes, partnering with internal stakeholders to keep deals on schedule.

Co-sell with channel and referral partners to expand market reach and accelerate deal velocity.

Build self-sourced pipeline through outbound prospecting into targeted net-new accounts, in collaboration with Sales Development and Marketing.

Develop territory and account plans that prioritise target accounts and segments to achieve quota.

Forecast revenue accurately and manage pipeline health, qualifying and disqualifying opportunities to maintain forecast accuracy and CRM data integrity.

Present pipeline, forecast, and deal strategy to sales leadership in quarterly business reviews, identifying risks and the actions required to achieve quota.

Work collaboratively with Solutions Consulting and Technical Accounting Consulting to transition closed customers to Implementation with a complete handoff of requirements, commitments, success criteria, and identified expansion potential.

Contribute market, competitive, and customer insights to Product and Marketing to inform roadmap and positioning.

Maintain current knowledge of FinQuery products, accounting and finance industry developments, and the competitive landscape through ongoing training and self-directed learning.

Contribute to team performance by sharing successful deal strategies, discovery approaches, and competitive insights with peers, and recommending improvements to sales playbooks and processes.

Expertise in value-based solution selling, framing recommendations in terms of ROI and business outcomes

Ability to manage complex, multi-stakeholder sales cycles from qualification through close

Strong negotiation and deal structuring skills

Strong written and verbal communication skills

Strong presentation skills, including with executive audiences

Ability to learn and communicate accounting, finance workflow, and software integration concepts to finance and accounting leaders

Strong outbound prospecting skills, including the ability to build pipeline in targeted accounts

Strong pipeline management and forecasting skills

Proficiency in CRM and sales technology platforms to manage pipeline, forecast accurately, and inform deal strategy

Ability to position FinQuery solutions against competitors and alternative approaches

Proficiency in sales engagement, conversation intelligence, and prospecting data tools

Proficiency in applying structured sales methodologies such as Command of the Message, MEDDPICC, or The Challenger Sale

Ability to travel for conferences and industry events

Typically requires a minimum of 3 years of related experience with a Bachelor’s degree; or 2 years and a Master’s degree; or a PhD without experience; or equivalent work experience.

3 or more years of quota-carrying B2B SaaS sales experience

Consistent track record of exceeding quota

Background selling to enterprise and corporate organisations

Demonstrated success managing complex, multi-stakeholder sales cycles, including customer procurement, legal, and information security reviews

Prior success selling to the Office of the CFO or finance and accounting teams preferred

Exposure to co-selling with channel or referral partners preferred

Multi-product solution selling preferred