Pipeline Management: Build and maintain a robust new business pipeline, moving prospects through each step of our sales process from discovery to close.
Strategic Negotiations: Conduct pricing negotiations and manage the contract signature process through to completion.
SDR Collaboration: Partner with and coach your SDR to execute high-volume outbound activities, including cold calling and strategic emailing to secure high-value demos.
Cross-Functional Coordination: Work with Professional Services, IT, and legal staff to coordinate RFPs, demos, and software implementation to ensure long-term client satisfaction.
Quota Achievement: Consistently achieve annual sales targets and quarterly revenue quotas.
Domain Expertise: Become an expert in the field of finance and accounting, understanding the complexities of close cycles, multi-entity structures, and ERP integrations.
Scale Impact: Leverage a modern tech stack—including Salesforce, Outreach, ZoomInfo, LinkedIn Sales Navigator, Gemini, and TitanX—to scale your outreach efforts, automate manual workflows, and maximize impact in your territory.
Driving Innovation: Incorporate AI and automation into your daily work to continuously reduce the manual effort required to exceed sales targets.
Data Integrity: Ensuring high-integrity CRM data hygiene by maintaining accurate and relevant account and contact-level insights according to guidance from Sales Leadership.
Leadership & Mentoring: Lead by example and mentor more junior team members on lead generation best practices, especially how to effectively balance high outreach volume with strategic personalization.

Requirements

Education: Bachelor’s degree or equivalent professional experience.
Experience: 3+ years of experience in B2B sales, with a strong preference for SaaS. Experience in SaaS or technology-enabled services is preferred.
Accounting Fluency: A working understanding of corporate accounting and finance concepts (accruals, journal entries, and the general ledger) is a major bonus.
Entrepreneurial Drive: You enjoy the challenge of expanding new territories and executing a successful land-and-expand strategy.
Business Acumen/Executive Presence: Proven ability to leverage client voice and persona-based language to build credibility with C-Suite and senior leadership. Experience selling into the office of the CFO (CFOs, CAOs, Controllers, VPs of Accounting) is preferred.
Strategic Prospecting: Proficiency in using business signals to prioritize efforts and tailor value propositions to specific pain points.
Consultative Success: Success in managing complex, consultative sales cycles and a proven history of consistently overachieving against quota.
Operational Excellence: Excellent time management and organizational skills with the ability to prioritize efforts effectively in a fast-paced environment.
Strategic Results-Orientation: A metrics driven mindset with the ability to analyze your own performance data to identify trends, refine talk tracks, and improve conversion rates.
Collaborative Mindset: Ability to work independently while contributing effectively within a small, nimble, team-oriented environment.
Adaptability: Comfort navigating ambiguity with evolving processes and Go-To-Market positioning.
Tech Proficiency: Proficient in G-Suite and Salesforce; experience with sales engagement tools like Outreach, ZoomInfo, LinkedIn Sales Navigator, Gemini, and TitanX is a major plus.

Benefits

Future Planning: 401(k) participation
Rest & Recharge: Unlimited Paid Time Off (subject to company policy)
Health & Wellness: Employee premiums are covered in full for medical, dental, and vision care*
Modern Work: A hybrid DC schedule for the best of remote flexibility and team collaboration

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B salesSaaSconsultative sales cyclesaccounting conceptsfinancial conceptsquota achievementstrategic prospectingdata analysisCRM data hygienelead generation

Soft Skills

leadershipmentoringorganizational skillstime managementcollaborationadaptabilitystrategic results orientationentrepreneurial drivebusiness acumenexecutive presence