Strategic Account Executive, Optro
West
$132-198k
Offers Commission
25%-30% travel
Governance, risk, and compliance software
Be an early applicant
Governance, risk, and compliance software
501-1000 employees
Be an early applicant
$132-198k
Offers Commission
25%-30% travel
501-1000 employees
Company mission
To transform the way enterprises manage their audit, risk, and compliance programs.
Role
Who you are
- 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
What the job involves
- We are seeking a highly motivated, results-driven Strategic Account Executive to join our growing team at Optro. In this role, you will focus on managing and expanding relationships with our most influential, high-revenue clients—accounts with $15B+ in revenue
- These strategic accounts represent the pinnacle of our existing customer base, as well as new customer pursuits, and you will be at the forefront of driving and fostering meaningful growth and long-term partnerships
- You’ll own a dedicated territory of named accounts, working closely with cross-functional teams—including CS, Alliances, Product, and Engineering — to execute strategic sales motions that align with our clients’ evolving business needs
- Your role will span across new business and high-touch expansions (cross-sell & upsell), ensuring our strategic accounts are empowered with the solutions and support they need to thrive
- With a focus on Total Addressable ARR (TAM) and premium support, you will have the opportunity to strategically craft and execute a solution-centric sales approach, collaborating with advisory firms and key decision-makers to identify and drive impactful integrations
- As a trusted advisor, you'll play a key role in shaping the evolution of our product offering in line with the needs of the largest and most complex accounts in our portfolio
- As a Strategic Account Executive, you will be responsible for selling Optro products to both large publicly traded and private organizations
- 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 AuditBoard’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 AuditBoard’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 Auditboard 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
Our take
Optro provides risk and compliance software for large businesses. The company's founders spent years working at the Big Four and other global enterprises, and realised that many audit activities were still taking place in Excel sheets, or using legacy software like IBM's OpenPages, which hadn't kept up to date with the latest reporting requirements.
The result was an end-to-end platform for managing risk, helping enterprises to streamline internal audit, SOX compliance, controls management, risk management, and security compliance. It's a top-rated cloud-based platform and has won numerous awards, with the company being consistently named the market leader in Audit Management.
The company's current client list of 2000+ includes Boeing, Activision, and Priceline, and nearly half of the Fortune 500. It continues to experience rapid customer growth, with revenues exceeding $100 million and a 60% annual growth rate. The company has been ranked as one of the fastest-growing tech companies in North America for the last three years in a row, and was acquired by private equity firm Hg in 2024 for a reported $3 billion.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
36% employee growth in 12 months
Company
Funding (2 rounds)
Aug 2018
$40m
SERIES B
Apr 2017
$3.6m
SERIES A
Total funding: $43.6m
Company benefits
- Vision and dental insurance
- 8-16 weeks paid parental leave
- Company equity
- Work from home opportunities
- Health insurance
Company HQ
Cerritos, CA
Leadership
Daniel Kim
(Co-Founder & Senior Advisor)Co-founded AuditBoard in 2014, and served as co-CEO until July 2020. Former Global Director of Internal Audit at Quiksilver and Executive Director, Corporate Audit and Compliance at International Rectifier.
Jay Lee
(Co-Founder, Co-Chair of the Board & Senior Advisor)Co-founded AuditBoard in 2014, and served as co-CEO until July 2020. Former VP of CounterPoint, and was SVP & CFO at Tomich Brothers Seafood.
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