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finquery - Senior Account Executive

United Kingdom+ Equity2d ago

In Office Senior EMEA Insurance Cybersecurity Account Executive Prospecting Stakeholder Management Product Marketing Pipeline Management Close B2B CRM Management Procurement Customer Success

Requirements

• 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 • For Your Growth & Career: • Annual employee development program stipend of £1,500GBP for each employee • Mentorship program available • Sabbatical program of 4 weeks after 5 years of service • Advancement opportunities based on results • For Your Financial Well-being: • A one-time £250GBP home-office setup stipend • Pension scheme with up to 5% employer contribution • Equity stock units • For Your Health & Wellness: • Private medical and dental insurance; • Life assurance and income protection • Flexible time off plus one day for your birthday • Referral bonuses • For Your Family & Life:

Responsibilities

• 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.