Account Executive

About the Job:

As an Account Executive at Zone & Co, you'll play a key role in driving our continued growth by bringing new customers into our business. Reporting to the Senior Manager, you'll own the full sales cycle—from prospecting and pipeline generation through negotiation and close—working with high-value prospects across a defined territory.

This is an opportunity for a driven SaaS sales professional who thrives on winning new business, building meaningful customer relationships, and consistently exceeding targets. You'll partner closely with Solution Consultants, Marketing, Product, Professional Services, and Partner teams to deliver value-driven solutions that solve complex business challenges for finance leaders.

If you're energized by fast-paced environments, enjoy taking ownership of your results, and are motivated by building a strong pipeline and closing deals, we'd love to hear from you!

What You'll Do:

• Own and exceed monthly, quarterly, and annual Annual Recurring Revenue (ARR) targets across multiple products within your assigned territory.
• Prospect and generate new business opportunities through outbound outreach, networking, referrals, and strategic partnerships.
• Manage the full sales cycle, from discovery and qualification through proposal, negotiation, and close.
• Build and maintain a healthy pipeline, effectively managing multiple opportunities at various stages while maintaining accurate forecasting.
• Apply a consultative, value-based sales approach to understand customer challenges and position tailored solutions that deliver business value.
• Partner with Solution Consultants to deliver compelling product demonstrations and ensure a seamless transition from sale to implementation.
• Collaborate with Marketing, Product, Partner & Alliance, and Professional Services teams to drive pipeline growth and deliver an exceptional customer experience.
• Maintain accurate opportunity management, forecasting, and sales activity within Salesforce and other sales enablement tools.
• Leverage sales methodologies, including MEDDPICC, to qualify opportunities and navigate complex buying processes.
• Build relationships with finance executives and other key stakeholders, acting as a trusted advisor throughout the buying journey.
• Provide customer feedback and market insights to help inform product strategy and continuous improvement.
• Ensure all sales activities are conducted ethically and in compliance with company policies and applicable regulations.

What You'll Need:

• Bachelor's degree in Business, Finance, or a related field.
• 5+ years of experience in a net-new SaaS sales role with a track record of consistently exceeding annual ARR quotas of $1M+.
• Experience selling into upper mid-market and/or enterprise organizations.
• Demonstrated success building pipeline through proactive prospecting and outbound business development.
• Experience managing complex sales cycles using structured sales methodologies such as MEDDPICC.
• Ability to engage multiple stakeholders and align technology solutions to complex business challenges.
• Experience selling to finance leaders and the Office of the CFO is highly preferred.
• Experience selling financial software solutions such as billing, reporting, payroll, payments, AP automation, Procure-to-Pay, or Order-to-Cash solutions is a plus.
• Strong understanding of SaaS and financial technology solutions.
• Excellent communication, presentation, and negotiation skills.
• Experience using Salesforce, Gong, and other modern sales technology platforms.
• Strong analytical and problem-solving skills with the ability to prioritize effectively.
• A collaborative mindset and the ability to thrive in a high-growth, fast-paced environment.
• Willingness to travel as needed for customer meetings and industry events.

What makes you successful:

• Results-driven and motivated by achieving ambitious goals.
• Customer-focused, with a consultative approach to solving business challenges.
• Competitive, resilient, and energized by winning new business.
• Adaptable and comfortable navigating change in a high-growth environment.
• Coachable and committed to continuous learning and improvement.
• Accountable, proactive, and willing to take ownership of outcomes.