Senior Account Executive, Billing
About the role
Reporting to the Regional VP of Sales, the Senior Account Executive is responsible for driving enterprise growth within Zone & Co's Billing Segment— a mission-critical revenue and billing automation platform sold into complex, multi-stakeholder organizations. This is not a transactional sales role. It requires the discipline to manage 6-12+ month sales cycles, the sophistication to run structured discovery across finance, IT, and operations stakeholders, and the credibility to build and defend a business case that survives procurement, security review, and legal negotiation.
This position owns a portfolio of large, technically nuanced opportunities — typically $200K-$1M+ in ACV — and is responsible for multi-threading relationships across the C-suite, including CFOs, VPs of Finance, Controllers, and Revenue Operations leaders. Success requires coordinating internal resources — Solution Consultants, Professional Services, Legal, and Deal Desk — to advance deals through a defined enterprise sales process, while maintaining forecast precision and pipeline discipline across a long, non-linear buying cycle.
High performers in this role combine strategic account planning with relentless execution: they are comfortable operating in ambiguity, skilled at building consensus among competing stakeholder priorities, and disciplined about protecting deal velocity without sacrificing rigor.
What you’d do
Own and exceed annual recurring revenue (ARR) targets by managing a portfolio of enterprise opportunities ranging from $200K–$1M+ ACV across 6–12+ month sales cycles.
Lead complex, multi-threaded enterprise sales campaigns by building relationships with executive buyers, technical evaluators, and key business stakeholders.
Conduct consultative discovery to understand customers' operational, financial, and technical challenges related to billing, revenue recognition, and financial operations.
Build compelling business cases and ROI models that resonate with CFOs, finance leaders, procurement teams, and executive decision-makers.
Manage the entire enterprise sales cycle—from executive engagement and solution validation through security reviews, procurement, legal negotiations, and contract execution.
Partner with Solution Consultants to deliver tailored product demonstrations and proof-of-concepts that address complex billing and revenue automation requirements.
Navigate procurement, RFPs, security reviews, and contract negotiations while collaborating closely with Legal, Finance, and Deal Desk teams.
Apply a structured sales methodology (such as MEDDPICC) to qualify opportunities, manage deal strategy, and drive complex opportunities to close.
Develop and execute strategic account plans, including stakeholder mapping, competitive positioning, and multi-quarter pipeline planning.
Maintain accurate pipeline visibility, forecasting, and CRM hygiene in Salesforce, providing leadership with clear insight into deal status, risks, and expected timelines.
Build and strengthen relationships with customer champions, enabling them to drive internal consensus and successful buying decisions.
Partner with Alliance and Partner teams to leverage systems integrators, ERP partners, and consulting firms that influence enterprise buying decisions.
Serve as the voice of the customer by sharing market insights, competitive intelligence, and customer feedback with Product and Marketing teams.
Ensure all sales activities comply with applicable regulatory, compliance, and ethical standards.
Generate and qualify new business opportunities through outbound prospecting, strategic networking, and partner relationships.
What you’ll need
Bachelor's degree in Business, Finance, or a related field.
5+ years of success exceeding $1M+ net-new ARR quotas in enterprise SaaS sales.
Proven experience managing 6–12+ month enterprise sales cycles involving complex, multi-stakeholder deals valued between $200K and $1M+ ACV.
Experience selling into the Office of the CFO, preferably with solutions related to billing, subscription management, revenue recognition, payments, ERP, or financial operations.
Demonstrated success engaging executive buyers, including CFOs, VPs of Finance, Controllers, and Revenue Operations leaders.
Expertise using MEDDPICC (or a comparable enterprise sales methodology) to qualify and manage complex sales opportunities.
Experience navigating enterprise procurement processes, RFPs, security reviews, and legal contract negotiations.
Strong ability to develop and defend ROI-driven business cases for mission-critical enterprise software investments.
Solid understanding of billing, subscription management, revenue recognition, or financial operations technology.
Exceptional executive presence, communication, presentation, and negotiation skills.
Proven ability to build consensus across finance, IT, operations, and executive stakeholders within large enterprise accounts.
Experience using Salesforce (SFDC), Gong, and other enterprise sales enablement tools.
Willingness to travel for executive meetings, customer visits, and industry events.
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