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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading high-performing sales teams within the enterprise software sector, utilizing value-based selling methodologies and effective pipeline management to achieve significant revenue growth. Proven ability to engage C-level executives and drive complex deal closures through strategic partnership development and innovative sales strategies.
Highest-signal resume keywords
B2B Sales ExperienceEnterprise Software ManagementPeople ManagementValue-Based Selling MethodologiesPipeline Management
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Lead a team of Account Executives selling Optro’s AI-powered GRC Intelligence Platform
- Manage Enterprise accounts representing companies with $2B–$25B in revenue
- Lead 3–4 Area Directors who manage, coach, and develop teams of 6–7 Account Executives
- Generate new opportunities in target accounts and close business to achieve quarterly and annual revenue goals
- Recruit top talent at scale and ensure new hires make a measurable impact from Day 1
- Drive outbound pipeline generation to acquire new logos and expand existing clients
- Spearhead strategic partnership programs and executive engagements
- Guide teams through pipeline conversion and MOFO processes
- Provide executive leadership for forecasting, territory assignments and optimization, sales mentorship, and commission planning
- Coach sales teams, structure opportunities, and assist with selling activities
- Build a predictable, high-velocity business using a universal end-to-end sales approach
- Lead ADs and AEs in achieving individual, team, and organizational quotas
- Drive new-land and strategic-account expansion, targeting six-figure and seven-figure deals
- Monitor account planning and execution with operations, sales engineering, and internal/external teams
- Lead pricing and contract negotiations
- Understand customer pain points, goals, and objectives to tailor Optro’s products and services
- Present solutions to clients and engage C-level prospects to drive deals to closure
- Apply a values-based sales process and MEDDIC qualification methodology
- Accurately report sales forecasts
Requirements
What you’ll need- 10+ years of comprehensive B2B sales experience
- At least 3 years managing the full sales cycle for enterprise software
- 2+ years of dedicated people management
- Enterprise software experience, preferably SaaS GRC, finance, ERP, CRM, or procurement
- Demonstrated success scaling and leading sales teams in early-stage, high-growth enterprise B2B SaaS environments
- Proven line-of-business selling experience
- Confidence and business acumen to engage, present, and negotiate at the C-Suite level
- Ability to architect, build, and lead a high-performing sales organization
- Expertise in quota-carrying, pipeline management, and accurate forecasting
- Exceptional interpersonal and cross-functional partnership skills
- Experience devising innovative sales strategies and contributing to sales enablement programs
- Deep mastery of value-based selling methodologies
- Proven portfolio of successful, complex deal closures
- Strong emotional intelligence and ability to build trusting relationships
- Ability to use a MEDDIC-based sales qualification methodology
- Background checks required
- Qualified applicants must be legally authorized to work in the country where the job is based, as indicated in the application form
Benefits
Comp & perks- Equity
- Commission
- $200/month LYBL allowance for anything that enhances your life
- Comprehensive employee health coverage
- 401(k) with company match
- Competitive compensation and bonus program
- Flexible vacation for exempt employees
- Accrued vacation for non-exempt employees
- Time off for your birthday and volunteering
- Employee resource groups
- Team and company-wide get-togethers
- Parental Leave
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ForecastingQuota ManagementContract NegotiationSales Cycle ManagementMEDDIC Qualification MethodologyAccount PlanningDeal ClosureSales EnablementStrategic Account ExpansionHigh-Velocity Sales Approach
Soft Skills
Interpersonal SkillsEmotional IntelligenceLeadershipCoachingCross-Functional Collaboration
Tools & Technologies
GRC Intelligence PlatformSaaSCRMERPFinance SoftwareProcurement Software
Industry Keywords
Enterprise AccountsHigh-Growth B2B SaaSC-Suite EngagementSales StrategyRevenue Goals