Responsibilities

• Pipeline Development & Customer Discovery: Identify, research, and engage target accounts through outbound prospecting motions — conduct discovery conversations with finance leaders (CFOs, Controllers, VP Finance, AR/Billing Directors) to deeply understand their contract-to-cash pain points, validate product-market fit, and build a qualified pipeline of enterprise finance organizations
• Deal Progression & Closing: Own the full sales cycle from initial outreach through signed agreements (beta agreements, commercial contracts), managing stakeholder alignment, objection handling, and deal structure in a pre-GA environment
• GTM Motion Building: Develop and iterate on repeatable go-to-market playbooks — including target account criteria, outreach messaging, qualification frameworks, stage-gate progression criteria, and customer-facing collateral (two-pagers, value propositions, use case narratives) that enable broader field teams to identify and refer opportunities
• Account Strategy & Execution: Develop and execute account-level strategies for priority customers, navigating complex enterprise buying processes and multi-stakeholder decision-making across finance, IT, and procurement organizations
• Cross-Functional Collaboration: Partner closely with Solutions Architects, Product Management, and Engineering to translate customer feedback into product priorities, ensuring the product roadmap reflects real market needs and the GTM motion is informed by product capabilities

Requirements

• 5+ years of developing, negotiating and executing business agreements experience
• 5+ years of solving problems with technology in the Global Financial Services Industry experience
• 5+ years of Go-To-Market, Business Development, Sales, or Consulting experience
• 5+ years of professional or military experience
• 5+ years of working with Business Application Technologies, including, but not limited to End User Compute (EUC), Supply Chain, Contact Center as a Service, Consumer Data Applications, Encrypted Communications, and/or Communication Developer Services experience
• Experience selling enterprise software or cloud-based applications
• 5+ years of working with Data & AI related technologies, including, but not limited to, AI/ML, GenAI, Analytics, Database, and/or Storage experience
• Bachelor's degree

Preferred

• - 9+ years of finance technology, forecast & budgeting, or other finance-focused competency experience
• - Experience in a finance role including partnering with a variety of stakeholders across the business, or experience communicating results to senior leadership
• - Experience and record of success in an outbound account management or prospecting role in B2B environments, preferably in a solution/technology-related environment
• - Experience creating and implementing long-term transformational account strategies in a customer-facing role or equivalent
• - Track record of building pipeline and closing deals for early-stage or pre-GA products where no established playbook exists — comfortable operating with ambiguity and iterating on approach
• - Demonstrated ability to translate complex technical capabilities into compelling business value propositions for non-technical buyers