• Drive net-new logo acquisition through proactive outbound prospecting and territory development • Own the full sales cycle from prospecting through close • Develop and execute strategic account plans within assigned territory/accounts • Build relationships with CISOs, Security Leaders, IT teams, and executive stakeholders • Position MSSP and cybersecurity solutions aligned to customer security challenges and business outcomes • Conduct discovery meetings, presentations, and solution discussions both virtually and in-person as needed • Partner closely with Sales Engineering, Marketing, Channel, and Customer Success teams • Maintain accurate forecasting, pipeline management, and CRM hygiene • Consistently achieve and exceed revenue and activity targets

• Own the full sales cycle: discovery, demo, business case, negotiation, close • Manage 2-6 month cycles with multiple buyer personas: marketing, product, technology and legal executive buyers • Qualify and educate—privacy is a evolving category and prospects need solutions to build trust with their customers • Maintain accurate CRM hygiene and forecast reliably • Source approximately 25% of your own pipeline through outbound, referrals, and network—the remainder will be sourced and supported by marketing • Prioritize target accounts within assigned verticals (edtech, HR tech, fintech, consumer apps, and others we’re actively testing) • Test messaging with new buyer personas and share what you learn with marketing and product

Role Description As an Account Executive, Growth Spend & Expense in our direct sales organization, you will be a member of the team responsible for outbound sourcing and closing of new business through a full sales cycle. This critical role builds excellent relationships with our mid-market prospects for better, faster, simpler, and more controlled Corporate credit card, Expense management, and Spend controlled platforms. - Achieve and consistently exceed sales goals by closing new business. - Full-cycle sales with responsibility for building and maintaining a pipeline of prospective customers. - Present and demonstrate the value of BILL's products and services to prospective buyers. Qualifications - 5+ years of experience in B2B mid-market sales with a successful track record of sales performance. - SaaS new business sales experience required. Selling into finance is helpful. - Consistent track record of success and achievement (e.g. exceeding quota consistently, forward-thinking revenue responsibility). - Proficient in using sales tools such as Salesforce, Outreach, Zoominfo, LinkedIn, and Google Office suite. - Proven success for self-generated pipeline through cold calling, email, and self-sourcing tools. - Responsible for generating up to 50% of your own pipeline. - Handle full sales cycle from self-sourcing to closing. - Highly motivated, driven and self-starting individual. - Excellent written and oral skills, highly articulate. - Real passion for sales. - Functional/Technical Expertise. - Strong Communication and Objection Handling Skills. - Bachelor's degree or equivalent experience. Requirements - This position is not eligible for visa sponsorship. Applicants must have authorization to work in the United States without requiring visa sponsorship now or in the future. Benefits - 100% paid employee health, dental, and vision plans (choose HMO, PPO, or HDHP). - HSA & FSA accounts. - Life Insurance, Long & Short-term disability coverage. - Employee Assistance Program (EAP). - 11+ Observed holidays and wellness days and flexible time off. - Employee Stock Purchase Program with employee discounts. - Wellness & Fitness initiatives. - Employee recognition and referral programs. - And much more.

• Own the full 360° sales cycle, driving new logo acquisition through outbound prospecting, qualification, solution scoping, tailored demos, and close • Develop deep understanding of prospects' pain points, challenges, and business objectives. Guide buying committees, up to and including C-suite, through consultative sales engagements • Run high-impact, bespoke product presentations and demos that address specific customer needs and clearly communicate Pinpoint's unique value and ROI • Navigate negotiations including procurement, legal, compliance, and pricing to remove barriers and accelerate deal closure • Build, manage, and accurately forecast a robust pipeline of qualified opportunities using HubSpot, consistently achieving or exceeding quarterly sales quotas • Self-source roughly 30% of pipeline through outbound, executive networking, named-account work, and re-engaging previously lost opportunities • Represent Pinpoint as a thought leader in the talent acquisition space, bringing the latest trends and competitive insights into your sales conversations • Play an active role in building a high-performance, inclusive sales culture. Share what you learn, support your peers, and contribute to the overall growth of the company