Role Description We are expanding our sales team and seeking motivated and successful Account Executives at the Mid-Market level to join us! This role offers a unique opportunity to take your sales career to the next level, with potential for upward mobility. - Pipeline Development and Management: Build and manage a pipeline through self-sourced leads and SDR-supported leads to drive new customer acquisition. - Full-Cycle Sales Execution: Lead the entire sales process from prospecting and discovery through demo and closing, focusing on new business acquisition within targeted accounts. - Customer Needs Analysis and Solution Alignment: Conduct discovery calls to understand customer business challenges and goals. Position Customer.io's solutions to meet these needs effectively. - Collaboration and Cross-Functional Feedback: Work closely with the SDR team for lead quality feedback and collaborate with Customer Success and Technical Support for a smooth hand-off post-sale. - Performance Tracking and Reporting: Own and report on individual sales metrics, including pipeline status and progress towards targets, to support informed decision-making. Qualifications - Experience: 2+ years of experience in full-cycle B2B SaaS or MarTech sales, handling mid-market accounts. - Location: Candidates must be located in the UK, Ireland, or the Americas (Canada and the USA). - B2B SaaS or MarTech Experience: Proven success in new customer acquisition and closing deals within the B2B SaaS space, preferably MarTech. - Sales Methodology: Familiarity with MEDDPICC or a similar framework that supports consultative selling and discovery to close. - Communication Skills: Excellent written and verbal communication skills, with a professional and engaging presence to build rapport with new prospects. - Problem Solving: Strong ability to identify customer business needs and position relevant solutions effectively to drive acquisition. - Deal Focus: Primarily handles mid-market accounts with shorter sales cycles and lower ACV deals. - Support: Works closely with our SDR team for lead generation, with a balance between inbound and self-sourced opportunities. Requirements - Engage in high-volume prospecting, cold and warm outreach. - Manage the full sales cycle for deals typically under $50,000 ACV. - Drive growth within mid-sized clients, nurturing relationships and uncovering business needs. Benefits - Compensation package of $95,000 base + $95,000 variable for a total $190,000 OTE USD (or equivalent in local currency), subject to market rate adjustment. - 100% coverage of medical, dental, vision, mental health, and supplemental insurance premiums for you and your family. - 16 weeks paid parental leave. - Unlimited PTO. - Stipends for remote work and wellness. - A professional development budget.

• Lead clients and teams; gaining and sustaining client trust by delivering timely results and strategic recommendations • Maintain deep knowledge of clients and the industry, including trends and issues that may affect clients, their competitors and stakeholders • Serve as main client contact for day-to-day activities; drive client and internal meetings • Review and provide counsel on written materials, ensure documents are strategic, accurate, and well written • Work with senior leaders to develop recommendations and presentations to clients and prospects, including writing portions of plans and presentations • Drive client and internal meetings • Oversee client budgets; prepare invoice summaries • Supervise staff; delegate and assign tasks to appropriate team members and provide guidance to meet client needs and encourage team member growth • Work with account teams to manage timelines, develop action plans and counsel clients • Oversee media strategy development • Participate in determining staffing allocations and account projections • Be the go-to resource on team for billing and resource allocation; flag budget and staffing issues • Participate in new business discussions; own portions of new business presentations, including strategy and tactical development; able to help identify organic growth opportunities that span H+C services (PR, IMC, etc.) and work cross collaboratively to secure and staff the work • Coach and mentor staff; complete regular goals reviews and evaluations for direct reports according to agency policies

Who We Are Having surpassed $300M ARR and continuing to grow, Optro is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights. At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte! Why This Role is Exciting Join a dynamic and innovative team at AuditBoard, where you'll sell groundbreaking solutions to some of the world's largest organizations. As an Enterprise Account Executive, you'll drive significant impact by managing high-value accounts and closing game-changing deals. Engage with C-level executives at Fortune 500 companies, solving complex problems and presenting compelling solutions. Immerse yourself in a culture that values mentorship and professional development, ensuring continuous growth and excellence. Work with state-of-the-art audit, risk, and control solutions, collaborating with industry partners to seize new business opportunities. Your presence at industry events will expand your professional network and establish you as a thought leader. Join AuditBoard and be at the forefront of transforming risk management and audit through innovative solutions and strategic partnerships. This is more than just a job; it’s a chance to shape the future success of our company. This position is remote but must be based in the CST time zone. Key Responsibilities - As an Enterprise Account Executive, you will be responsible for selling AuditBoard 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 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. - Strategize multi-pillar platform sales across multiple business units and economic buyers. - 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/BDRs, Product Solutions, and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set customer expectations. - Develop the partner ecosystem (Big 4 and boutique firms) to aid in business development efforts. Attributes for a Successful Candidate - Senior Manager or higher in a Risk Advisory practice (risk management, internal audit) of a Big 4 firm, OR - 7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions - Ranked among the top 10% of salespeople in your current role with a consistent track record of exceeding quarterly and annual quotas that reach above $1.3M-$1.7M; deal sizes and sales cycle experience align with segment. - Proven ability to successfully navigate complex SaaS deals, articulate the distinct aspects of products and services, and position them against competitors. - Strong executive presence. - Skilled in utilizing MEDDICC/MEDDPICC sales methodology. - Coachable, willing to learn, collaborative, and great at building relationships. - Excellent listening, negotiation, and presentation skills. - Must be able to work in a fast-paced and rapidly changing environment. - Bachelor’s degree or equivalent experience required. Our Company Values - Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset. - Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes. - Drive innovation: Create the future. Continuously improve what exists and invent what’s next. - Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success. - Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve. Perks* - Launch a career at one of the fastest-growing SaaS companies in North America! - Live your best life (LYBL)! $200/mo for anything that enhances your life - Comprehensive employee health coverage (all locations) - 401K with match (US) or pension with match (UK) - 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! *perks may vary based on eligibility/location Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information. We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation. #LI-Remote

Who We Are Having surpassed $300M ARR and continuing to grow, Optro is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on G2.com and Gartner Peer Insights. At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte! Why This Role is Exciting Join a dynamic and innovative team at Optro, where you'll sell groundbreaking solutions to some of the world's largest organizations. As an Enterprise Account Executive, you'll drive significant impact by managing high-value accounts and closing game-changing deals. Engage with C-level executives at Fortune 500 companies, solving complex problems and presenting compelling solutions. Immerse yourself in a culture that values mentorship and professional development, ensuring continuous growth and excellence. Work with state-of-the-art audit, risk, and control solutions, collaborating with industry partners to seize new business opportunities. Your presence at industry events will expand your professional network and establish you as a thought leader. Join Optro and be at the forefront of transforming risk management and audit through innovative solutions and strategic partnerships. This is more than just a job; it’s a chance to shape the future success of our company. This position is remote but must be based in the Northeastern Region (Connecticut, Delaware, Maine, Maryland, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Rhode Island and Vermont). Key Responsibilities - As an Enterprise 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 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. - Strategize multi-pillar platform sales across multiple business units and economic buyers. - 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 Optro’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 Optro into their organization. - Work closely with SDRs/BDRs, Product Solutions, and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set customer expectations. - Develop the partner ecosystem (Big 4 and boutique firms) to aid in business development efforts. Attributes for a Successful Candidate - Senior Manager or higher in a Risk Advisory practice (risk management, internal audit) of a Big 4 firm, OR - 7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions - Ranked among the top 10% of salespeople in your current role with a consistent track record of exceeding quarterly and annual quotas that reach above $1.3M-$1.7M; deal sizes and sales cycle experience align with segment. - Proven ability to successfully navigate complex SaaS deals, articulate the distinct aspects of products and services, and position them against competitors. - Strong executive presence. - Skilled in utilizing MEDDICC/MEDDPICC sales methodology. - Coachable, willing to learn, collaborative, and great at building relationships. - Excellent listening, negotiation, and presentation skills. - Must be able to work in a fast-paced and rapidly changing environment. - Bachelor’s degree or equivalent experience required. Our Company Values - Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset. - Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes. - Drive innovation: Create the future. Continuously improve what exists and invent what’s next. - Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success. - Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve. Perks* - Launch a career at one of the fastest-growing SaaS companies in North America! - Live your best life (LYBL)! $200/mo for anything that enhances your life - Comprehensive employee health coverage (all locations) - 401K with match (US) or pension with match (UK) - 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! *perks may vary based on eligibility/location Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information. We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation. #LI-Remote