Senior Account Executive
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Job Description
Senior Account Executive selling Quavo’s cloud fraud and disputes management technology to Tier 1 banks and credit unions. Owning complex enterprise sales cycles and MEDDPICC-driven deals.
Responsibilities:
- Own the full sales cycle for Quavo’s largest and most strategic prospects and customers
- Build and maintain a robust pipeline of Tier 1 banks and large credit unions through outbound prospecting, referrals, channel partners, and industry events
- Map buying committees using MEDDPICC and identify Economic Buyers, Champions, influencers, and blockers
- Partner with Marketing and SDRs to convert inbound interest into qualified opportunities
- Quantify the financial and operational cost of prospects’ status quo
- Build metrics-driven business cases translating QFD capabilities into prospect-specific ROI
- Lead discovery, demonstrations, proofs of concept, and executive business reviews
- Quarterback complex 6–12-month sales cycles and navigate procurement, InfoSec, third-party risk reviews, and executive approvals
- Identify and address competitive threats throughout the sales cycle
- Accurately forecast opportunities in Salesforce using MEDDPICC stage-gate criteria
- Represent Quavo at industry conferences and executive roundtables
- Feed competitive intelligence and product feedback to Product Management and Marketing
- Contribute to sales playbooks, competitive battlecards, and deal review sessions
Requirements:
- 7+ years of enterprise B2B SaaS sales experience, with at least 3 years selling into Tier 1 or large regional banks and/or credit unions
- Demonstrated track record of closing $1M+ ACV deals with 6+ month sales cycles
- Deep understanding of bank/credit union operations: card issuing, dispute operations, fraud management, or regulatory compliance
- Proven ability to navigate multi-stakeholder buying committees at the executive level
- Proficiency with Salesforce CRM, modern sales engagement tools, and a structured enterprise qualification methodology
- Exceptional executive communication, storytelling, and presentation skills
- Demonstrable attention to detail across proposals, pricing, contract redlines, CRM data, and forecasts
- A demonstrated sense of urgency and accountability to deadlines
- Proven project management skills, including coordination of cross-functional resources and multiple complex deal workstreams
- Preferred: prior experience selling core banking, card processing, digital banking, or dispute management solutions
- Preferred: existing network of senior contacts at top 50 U.S. banks or top 25 credit unions
- Preferred: formal MEDDPICC training
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