Strategic Account Executive (West)

Optro Inc.

Job Overview

Location

United States

Job Type

Full-time

Full Job Description

📋 Description

• Optro Inc. is seeking a highly motivated and results-driven Strategic Account Executive to join our rapidly expanding team. This pivotal role is designed for a sales professional who thrives on managing and growing relationships with our most influential, high-revenue clients, focusing on accounts with $15 billion or more in revenue. These strategic accounts represent the pinnacle of our existing customer base and are also key targets for new customer acquisition. As a Strategic Account Executive, you will be at the forefront of driving significant growth and fostering enduring, long-term partnerships, playing a crucial role in the continued success of Optro, a company that has surpassed $300 million in Annual Recurring Revenue (ARR) and is recognized as a leader in the audit, risk, ESG, and InfoSec platform market. Our award-winning technology is trusted by over 50% of the Fortune 500, including seven of the Fortune 10, enabling them to navigate their businesses with enhanced clarity and agility. Optro is consistently recognized for customer satisfaction, holding top ratings on G2.com and Gartner Peer Insights, and has been named one of North America's fastest-growing tech companies by Deloitte for seven consecutive years, underscoring our commitment to innovation and customer success.
• In this dynamic role, you will own a dedicated territory of named strategic accounts. Your day-to-day responsibilities will involve meticulously planning your territory to identify and cultivate new business opportunities, as well as expanding existing relationships through cross-selling and up-selling Optro's comprehensive suite of solutions. You will be instrumental in developing multi-year account plans and tailored sales strategies that align Optro's multi-pillar platform with the diverse business units and economic buyers within these large organizations. A significant part of your role will be to build deep, trusted relationships with C-suite executives, including Chief Compliance Officers (CCOs), Chief Audit Executives (CAOs), Chief Financial Officers (CFOs), Chief Information Officers (CIOs), Chief Technology Officers (CTOs), Executive Vice Presidents (EVPs), and Senior Vice Presidents (SVPs). This involves a consultative approach, where you will proactively identify prospective customers' pain points, educate them on Optro's unique value proposition, clearly articulate our differentiators, and effectively demonstrate the product's capabilities through compelling presentations and demos, conducted via video conference or in person.
• You will collaborate closely with a variety of internal cross-functional teams to ensure seamless execution and maximum customer value. This includes working hand-in-hand with Customer Success (CS) to ensure ongoing client satisfaction and identify expansion opportunities, partnering with Alliances to leverage our partner ecosystem, and engaging with Product and Engineering teams to provide critical market feedback and insights that shape the future of our offerings. You will also work with Solution Engineers (SEs) and Value Architects to craft bespoke solutions and build robust business cases that empower stakeholders across the client organization to advocate for and adopt Optro. Furthermore, you will partner with Implementation and Customer Success teams to ensure smooth onboarding and ongoing support, setting clear expectations for customers. A key aspect of your strategy will involve developing and nurturing the partner ecosystem, particularly with leading firms like the Big 4 accounting firms and specialized boutique firms, to amplify business development efforts and drive mutual success.
• This role offers a unique opportunity to act as a trusted advisor, deeply influencing the evolution of Optro's product roadmap based on the needs of our largest and most complex accounts. You will gain invaluable experience in navigating intricate SaaS sales cycles, managing substantial deal sizes ranging from $100,000 to over $1 million in ARR, and mastering the art of articulating complex product value propositions against competitors. The position provides a platform to hone your skills in executive-level engagement, strategic account planning, and cross-functional team leadership within a high-growth, fast-paced environment. You will have the chance to develop expertise in regulated industries and complex legal negotiations, and to become proficient in advanced sales methodologies like MEDDICC/MEDDPICC. Success in this role means not only exceeding ambitious quarterly and annual quotas but also contributing directly to the strategic direction of a market-leading SaaS company, fostering innovation, and building a legacy of impactful client partnerships.

🎯 Requirements

• 7+ years of sales experience, with at least 4 years specifically selling enterprise/B2B SaaS solutions in a high-growth or dynamic sales environment.
• Proven track record of consistently exceeding quarterly and annual quotas, with typical quota attainment ranging from $1.3M-$1.7M+.
• Demonstrated experience managing deal sizes of $100k-1M+ ARR, with a strong ability to align with complex segment buying processes and stakeholder dynamics.
• Proven ability to successfully navigate complex SaaS deals, articulate distinct product/service aspects, engage multiple stakeholders effectively, and position solutions against competitors.
• Strong executive presence and the ability to build trusted relationships at the C-suite level.
• Experience leveraging cross-functional teams (Customer Success, Solution Engineering, Renewals) to drive customer satisfaction and expansion across large enterprises.
• Skilled in utilizing the MEDDICC/MEDDPICC sales qualification framework.
• Bachelor’s degree or equivalent experience.

🏖️ Benefits

• Launch a career at one of the fastest-growing SaaS companies in North America.
• Live Your Best Life (LYBL) stipend: $200/month for personal enrichment.
• Comprehensive employee health coverage.
• 401K with match (US).
• Competitive compensation & bonus program.
• Flexible Vacation (US exempt & CA) or 25 days (UK).
• Time off for your birthday & volunteering.
• Employee resource groups.
• Opportunities for team and company-wide get-togethers.

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Optro Inc.

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About Optro Inc.

Optro is a technology company focused on revolutionizing the way businesses manage and leverage their data. They provide an AI-powered platform designed to automate data operations, enabling organizations to extract deeper insights, improve data quality, and accelerate data-driven decision-making. Their solution addresses common challenges in data integration, transformation, and governance, making complex data processes more accessible and efficient. Optro serves a wide range of industries, empowering them to unlock the full potential of their data assets for competitive advantage and operational excellence.

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