About the role

Reporting to the Regional VP of Sales, the Senior Account Executive is responsible for driving enterprise growth within Zone & Co's Billing Segment— a mission-critical revenue and billing automation platform sold into complex, multi-stakeholder organizations. This is not a transactional sales role. It requires the discipline to manage 6-12+ month sales cycles, the sophistication to run structured discovery across finance, IT, and operations stakeholders, and the credibility to build and defend a business case that survives procurement, security review, and legal negotiation.

This position owns a portfolio of large, technically nuanced opportunities — typically $200K-$1M+ in ACV — and is responsible for multi-threading relationships across the C-suite, including CFOs, VPs of Finance, Controllers, and Revenue Operations leaders. Success requires coordinating internal resources — Solution Consultants, Professional Services, Legal, and Deal Desk — to advance deals through a defined enterprise sales process, while maintaining forecast precision and pipeline discipline across a long, non-linear buying cycle.

High performers in this role combine strategic account planning with relentless execution: they are comfortable operating in ambiguity, skilled at building consensus among competing stakeholder priorities, and disciplined about protecting deal velocity without sacrificing rigor.

What you’d do

• Own and exceed annual recurring revenue (ARR) targets by managing a portfolio of enterprise opportunities ranging from $200K–$1M+ ACV across 6–12+ month sales cycles.
• Lead complex, multi-threaded enterprise sales campaigns by building relationships with executive buyers, technical evaluators, and key business stakeholders.
• Conduct consultative discovery to understand customers' operational, financial, and technical challenges related to billing, revenue recognition, and financial operations.
• Build compelling business cases and ROI models that resonate with CFOs, finance leaders, procurement teams, and executive decision-makers.
• Manage the entire enterprise sales cycle—from executive engagement and solution validation through security reviews, procurement, legal negotiations, and contract execution.
• Partner with Solution Consultants to deliver tailored product demonstrations and proof-of-concepts that address complex billing and revenue automation requirements.
• Navigate procurement, RFPs, security reviews, and contract negotiations while collaborating closely with Legal, Finance, and Deal Desk teams.
• Apply a structured sales methodology (such as MEDDPICC) to qualify opportunities, manage deal strategy, and drive complex opportunities to close.
• Develop and execute strategic account plans, including stakeholder mapping, competitive positioning, and multi-quarter pipeline planning.
• Maintain accurate pipeline visibility, forecasting, and CRM hygiene in Salesforce, providing leadership with clear insight into deal status, risks, and expected timelines.
• Build and strengthen relationships with customer champions, enabling them to drive internal consensus and successful buying decisions.
• Partner with Alliance and Partner teams to leverage systems integrators, ERP partners, and consulting firms that influence enterprise buying decisions.
• Serve as the voice of the customer by sharing market insights, competitive intelligence, and customer feedback with Product and Marketing teams.
• Ensure all sales activities comply with applicable regulatory, compliance, and ethical standards.
• Generate and qualify new business opportunities through outbound prospecting, strategic networking, and partner relationships.

What you’ll need

• Bachelor's degree in Business, Finance, or a related field.
• 5+ years of success exceeding $1M+ net-new ARR quotas in enterprise SaaS sales.
• Proven experience managing 6–12+ month enterprise sales cycles involving complex, multi-stakeholder deals valued between $200K and $1M+ ACV.
• Experience selling into the Office of the CFO, preferably with solutions related to billing, subscription management, revenue recognition, payments, ERP, or financial operations.
• Demonstrated success engaging executive buyers, including CFOs, VPs of Finance, Controllers, and Revenue Operations leaders.
• Expertise using MEDDPICC (or a comparable enterprise sales methodology) to qualify and manage complex sales opportunities.
• Experience navigating enterprise procurement processes, RFPs, security reviews, and legal contract negotiations.
• Strong ability to develop and defend ROI-driven business cases for mission-critical enterprise software investments.
• Solid understanding of billing, subscription management, revenue recognition, or financial operations technology.
• Exceptional executive presence, communication, presentation, and negotiation skills.
• Proven ability to build consensus across finance, IT, operations, and executive stakeholders within large enterprise accounts.
• Experience using Salesforce (SFDC), Gong, and other enterprise sales enablement tools.
• Willingness to travel for executive meetings, customer visits, and industry events.