Strategic Account Executive – West

🕒 May 26

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Optro

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2014

☁️ SaaS

📋 Compliance

🤖 Artificial Intelligence

SaaS • Compliance • Artificial Intelligence

Optro is an enterprise software company (formerly AuditBoard) that provides an AI-powered Governance, Risk, and Compliance (GRC) platform for large organizations. Its cloud-based system connects audits, controls, risk assessments, third-party risk, and compliance frameworks into a unified operational model that continuously monitors evidence, surfaces control failures, and automates assurance workflows. Optro targets enterprises and regulated organizations seeking to scale risk programs, improve visibility and compliance, and leverage domain-trained AI to move from reactive oversight to proactive risk management.

📋 Description

• Execute full-cycle sales, including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build and maintain a viable pipeline • Expanding business opportunities in existing + new customer accounts within your assigned territory – this role will have a split of cross-sell/up-sell and net new business acquisition • Develop multi-year account plans, territory plans, and tailored strategies to position Optro’s multi-pillar platform sales across multiple business units and economic buyers • Build trusted relationships with CxOs by deeply understanding their priorities and delivering solutions that align with their strategic objectives. Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs • Identify prospective customers' pain points, educate them on Optro’s value, highlight our differentiators, effectively demo the product via video conference / onsite, and guide prospects through the sales process with 25%-30% travel, including client and partner meetings as well as events and conferences • Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Optro into their organization • Work closely with SDRs, Product Solutions (SEs), and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set expectations for customers • Develop the partner ecosystem (Big 4 Accounting and boutique firms) to aid in business development efforts

🎯 Requirements

• 7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions in a high-growth or dynamic sales environment • Ranked among the top salespeople in your recent roles with a consistent track record of exceeding quarterly and annual quotas that reach above $1.3M-$1.7M • Strong experience managing deal sizes of $100k-1M+ ARR with a strong ability to align with the segment’s buying processes and stakeholder dynamics • Proven ability to successfully navigate complex SaaS deals and articulate the distinct aspects of products and services, engage multiple stakeholders effectively , and position them against competitors • Experience leveraging cross-functional teams - Customer Success, Solution Engineering, Renewals - to drive customer satisfaction and expansion across large enterprises • Strong executive presence with the ability to build trusted relationships at the C-Suite level. • Experience within regulated industries, and navigating legal negotiations a plus • Skilled in utilizing MEDDICC/MEDDPICC sales qualification framework • Adaptable and growth mindset; committed to continuous improvement; driven by knowledge and team success • Excellent listening, responsiveness, and presentation skills • Must be able to work in a fast-paced and rapidly changing environment • Bachelor’s degree or equivalent experience required

🏖️ Benefits

• Launch a career at one of the fastest-growing SaaS companies in North America and EMEA! • Live your best life (LYBL)! $200/mo for anything that enhances your life • Comprehensive employee health coverage • 401(k) with company match • Competitive compensation & bonus program • Flexible vacation (exempt) / Accrued vacation (non-exempt) • Time off for your birthday & volunteering • Employee resource groups • Opportunities for team and company-wide get-togethers! • Parental Leave