Principal Account Specialist - Finance Suite

📋 Description

• • Lead the commercial rollout of Primer’s Global Accounts and Reconciliation offerings within the CFO product suite, serving as the internal expert on positioning, pricing, and sales motion for early-stage enterprise adoption.
• • Build and own the definitive Global Accounts sales playbook from scratch, incorporating buyer personas, stakeholder mapping, value engineering, use cases, qualifying criteria, objection handling, and competitive positioning tailored to Finance/Treasury leaders in global enterprises.
• • Partner with Product, Product Marketing, and RevOps to identify eligible merchants for back-book upsell campaigns and design targeted outreach strategies that align with product maturity and customer readiness.
• • Enable front-book sales teams by integrating Global Accounts and Reconciliation into new business deals, accelerating ARR activation and increasing deal size through strategic bundling.
• • Evaluate inbound standalone opportunities for Global Accounts without prematurely forcing a new-logo motion, ensuring alignment with product readiness and market validation.
• • Continuously gather and structure win/loss insights, pricing feedback, and customer objections to inform Product and PMM on feature gaps, messaging refinement, and go-to-market adjustments.
• • Design and validate the Global Accounts demo experience by collaborating with Product and Engineering to ensure it reflects real-world customer workflows and delivers clear value narratives.
• • Develop and maintain sales collateral including bespoke merchant pitch decks, ROI calculators, case studies, and enablement materials in partnership with Marketing.
• • Define the Ideal Customer Profile (ICP) for Global Accounts, working with RevOps to establish pricing models, deal structuring guidelines, and qualification thresholds based on merchant size, vertical, and geography.
• • Track pipeline, revenue outcomes, and adoption metrics with a ‘controlled pilot’ mindset, defining clear success indicators and scalability triggers for the Global Accounts sales model.
• • Operate within strict account engagement guardrails to protect merchant trust and ensure clean handovers to Customer Success teams post-sale.
• • Position Global Accounts as an integrated component of Primer’s broader Financial Operations suite, reinforcing cross-product value and encouraging adoption of complementary solutions like FX management and reconciliation.
• • Serve as the internal source of truth for how Global Accounts are sold at Primer, enabling scalability and replication for future sales hires through documented processes and training materials.
• • Navigate ambiguity with a builder’s mindset, creating structured commercial motions where none exist, and prioritizing high-quality execution over speed in early-stage market validation.
• • Leverage deep financial literacy in treasury, FX, and ERP systems to confidently engage CFOs, Treasurers, and Finance Directors in complex enterprise sales cycles.
• • Maintain rigorous Salesforce discipline for forecasting, pipeline management, and outcome tracking while balancing revenue goals with product integrity and customer trust.
• • Operate remotely across EMEA, leveraging internal relationships and market context to accelerate back-book opportunities and drive regional adoption.
• • Balance consultative selling with commercial rigor—knowing when to pursue an opportunity and when to hold back to preserve merchant relationships and long-term retention.