• Sell Abnormal security solutions to SLED agencies with the goal to overachieve new annual recurring revenue quota • Work Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customer. • Prospect and generate new business opportunities within Enterprise Accounts to supply enough pipeline for them to hit sales targets. • Work with Customer success to ensure a timely renewal and expansion sale opportunities • Continually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan) • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As an Account Executive, you will be part of a team responsible for managing the sales process of Strata’s leading cloud-based SaaS financial planning, analytics, and performance platform. This account executive will serve as an evangelist for effective financial and operational management. - Own the business activities and relationships in your assigned region or book of business. - Bring competitive energy and a client-focused mindset. - Strategically position our software’s value for long-term partnerships. - Showcase the value of our solutions through a proven track record in prospecting and experience in financial institutions. Responsibilities of the Role - Revenue Accountability: Achieve annual and quarterly revenue goals as assigned. - Annual Territory Planning: Develop and execute an annual territory plan for assigned region. - Pipeline Development: Create a comprehensive prospecting strategy contributing to annual sales growth targets. Work closely with Account Development Representative to maintain a robust sales pipeline. - Deal Management: Manage complex deal cycles from prospecting through close, including discovery calls, tailored demonstrations, due diligence review, pricing strategy, and contract negotiation. - Cross-functional Collaboration: Work closely with Marketing, Professional Services, Product Manager, Solution Engineers, and Vertical Industry Leaders to deliver compelling product demonstrations and presentations. - Reporting & Data Management: Maintain accurate pipeline and forecast data in Salesforce (SFDC) and provide regular updates to Senior Leadership. A Day in the Life You’ll spend your day connecting with key decision-makers, assessing their strategic goals, and demonstrating how our software can address challenges and optimize operations. You’ll collaborate with cross-functional teams to refine proposals, analyze pipeline data, and contribute to high-stakes sales discussions. Occasional travel to client sites will enable you to foster deeper client relationships and deliver impactful presentations. Qualifications - Proven track record in financial software sales, managing large enterprise deals, ideally with VP-level or higher contacts. - Expertise in maintaining and growing a dynamic sales pipeline with accurate forecasting. - Strong relationship-building and presentation skills, with the ability to engage effectively with diverse stakeholders. - Ability to develop pricing strategies, understand client business models, and provide valuable insights to sales leadership. - Skilled at identifying client needs, troubleshooting issues, and developing innovative solutions. - Able to work well both independently and in a team, maintaining professionalism, integrity, and ethics. - Up to 50% travel required for this role. Requirements - Estimated Salary Range: $115,000 - $135,000. - This role is eligible for commission with an estimated pay mix of 40/60. - Actual base salary will be determined based on factors including, but not limited to, skill set and level of experience. - Strata provides discretionary variable pay programs based on role. - Comprehensive benefits package including retirement benefits, health and welfare benefits, paid time off, parental leave, life and accident insurance, and other voluntary and well-being benefits. How We Work The preferred location for this role is in Chicago, IL or St. Louis, MO. We value our people spending time together and have campuses hosting in-person events located in both cities. We are truly a hybrid environment with all team members experiencing the flexibility to work from home. Company Description Our culture is driven by our people solving problems together. We embrace learning, collaboration, and continuous career growth. Together, we lift our customers, our products, our company, and our community. - We believe that each of our team member’s unique perspectives and experiences drive innovation and positive change. - We foster a culture of inclusion, equity, and belonging, regardless of race, religion, disability, sex, sexual orientation, gender identity, or national origin. Our Core Values - We connect with positive intent. - We are helpful. - We own it. - We get better every day. - We are humble.

• Collaborating with your Sales Development Representative on territory planning to develop quality opportunities within assigned geographic territories • Helping to Qualifying all inbound leads by acting as a consultant where we seek to understand prospects needs and address them head on • Prospecting into accounts by employing innovative techniques and strategies for researching prospective companies and potential buyers to target with persona specific communication via email, phone, and LinkedIn • Overcoming objections and effectively communicating PayScale’s value propositions to key decision makers such as Senior Managers and Executives regarding appropriate product offerings • Staying current on industry trends and maintaining high level knowledge of competitor’s product offerings • Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams in sales tools like Salesforce, Outreach, Gong, 6sense, & LinkedIn Sales Navigator • Achieving monthly pipeline goals set by sales management • Continuous learning through mock calls, formal training, and regular coaching and feedback • Remain in contact with prospects/clients at all stages of sales cycle and beyond • Manage high velocity sales cycles from start to finish with a track record of successful revenue attainment

• Owning the full sales cycle across Enterprise platforms - from lead to close • Educating and pitching Rainforest’s solution with a consultative approach • Building and maintaining key relationships with C-level executives, while orchestrating all executive touch points needed to drive deals forward • Prospecting and outbounding new target platforms and contacts across email, phone calls, live meetings and LinkedIn • Curating responses and formally answering RFPs • Representing Rainforest at conferences, networking events, and corporate engagements • Continually updating and managing Hubspot pipelines for tracking and forecasting • Working with company leaders from multiple functions (e.g., Engineering, Product, Customer Success, and Finance) to put together business plans and driving strategy