Account Executive (Commerce & Compliance Divisions)

📋 Description

• • As an Account Executive specializing in Commerce & Compliance at Cordance, you will be at the forefront of driving new business growth for our compliance-oriented SaaS companies. This pivotal role involves engaging with organizations of all sizes, from burgeoning small businesses to established large enterprises, particularly those operating in sectors where regulatory adherence, robust workflow controls, and meticulous auditability are not just important, but mission-critical. Your expertise will be instrumental in helping these companies navigate complex regulatory landscapes and optimize their operations through our innovative SaaS solutions.
• • Your day-to-day responsibilities will be dynamic and challenging, requiring a blend of strategic thinking and hands-on execution. You will be tasked with identifying and converting new logo opportunities across a diverse range of regulated industries, including but not limited to financial services, logistics, retail, manufacturing, and government contracting. A significant part of your role will involve building targeted prospecting sequences designed to engage key stakeholders such as compliance officers, operational leaders, and risk managers. You will leverage your deep understanding of domain-specific challenges to articulate pain points related to governance, audit trails, policy compliance, and the accuracy of systems of record, thereby demonstrating the tangible value our solutions provide.
• • The sales cycle will demand your adept management of the entire process, from initial qualification and in-depth discovery to delivering compelling presentations and proposals, and ultimately, negotiating contracts. You will be expected to deliver impactful demonstrations that clearly highlight the benefits of our solutions, focusing on workflow automation, enhanced compliance controls, and demonstrable Return on Investment (ROI). A critical aspect of your role will be conducting thorough discovery sessions to quantify the risk exposure, process inefficiencies, and audit burdens faced by potential clients. You will also need to align our solutions with various regulatory frameworks, such as SOC, ISO, SOX, GRC, and internal audit mandates, ensuring that our offerings meet the stringent requirements of these industries.
• • To ensure disciplined deal management and accurate forecasting, you will rigorously apply the MEDDPICC sales methodology. Maintaining impeccable HubSpot pipeline hygiene, providing timely forecast updates, and meticulously documenting all sales activities will be essential. You will collaborate closely with Sales Development Representatives (SDRs) to refine our Ideal Customer Profile (ICP) targeting, particularly within compliance-heavy segments. Furthermore, you will partner with the Marketing team to shape effective vertical campaigns, develop compelling compliance-focused content, and create impactful case studies that resonate with our target audience. Ensuring a seamless handoff to the Customer Success team for implementation and compliance onboarding will be crucial for client retention and satisfaction. You will also be adept at navigating complex legal, procurement, and compliance review cycles, and structuring deals that foster long-term partnerships and ensure ongoing audit readiness for our clients.
• • About the team and company: Cordance is a forward-thinking software company dedicated to accelerating the growth of vertically focused B2B SaaS companies through strategic acquisition and long-term guidance. We are a community of seasoned operators and subject-matter experts passionate about software and business building. Our mission is to partner with founders, invest in their products, processes, and people, and help their companies achieve their full potential by scaling efficiently and maximizing impact. We believe in elevating organizations, fostering dignity, and building lasting legacies.
• • In this role, you will have the opportunity to develop and hone your skills in consultative selling within a high-growth, specialized market. You will gain deep insights into the complexities of regulatory compliance and its impact on business operations across various industries. By mastering advanced sales methodologies like MEDDPICC and working with a portfolio of compliance-focused SaaS solutions, you will become an expert in driving value and achieving significant revenue growth. This position offers a unique chance to contribute to Cordance's mission of empowering businesses to reach their full potential while building a successful and rewarding career in enterprise SaaS sales.