Senior Account Executive

Role purpose

The Account Executive owns new-logo revenue within FinReg-E's revenue operating model. The role is accountable for converting qualified demand into closed ARR through strong discovery, value-based selling, MEDDPICC qualification and disciplined deal execution.

The role works as part of one commercial system across Marketing, Business Development, Sales, Partnerships, Customer Success, Product and RevOps. AEs own the middle of the Bow Tie from discovery and qualification through business case, proof and commercial close.

The first phase is hands-on. The priority is to turn founder knowledge into a repeatable enterprise sales motion, prove the qualification model and build a forecast the business can trust.

Primary accountabilities

1. Account strategy and pipeline ownership

• Own a defined territory or set of target accounts and maintain enough qualified pipeline to support quota delivery.
• Work with BDRs and Marketing on named-account plans, campaign follow-up and self-generated pipeline where required.
• Prioritise opportunities by ICP fit, value, timing and probability rather than pipeline size alone.
• Build several relationships across each strategic account to reduce single-threaded deal risk.

2. Discovery and value-based selling

• Run structured discovery around the customer's regulatory change process, cost, risk, controls, workflow and desired outcomes.
• Translate FinReg-E's capability into measurable business value and a clear reason to change.
• Quantify the current state and expected impact where the evidence supports it.
• Use executive-level conversations to test whether the problem is important enough to fund and act on.

3. Qualification and deal control

• Use MEDDPICC consistently to qualify opportunity strength and expose deal risk early.

4. Business case, proof and commercial close

• Build and defend the customer business case with support from Product, SMEs and Marketing where needed.
• Scope proof-of-value activity around agreed success criteria, stakeholders and a defined decision path.
• Own pricing, commercial negotiation and progression through procurement within approved guardrails.
• Close on agreed outcomes and implementation expectations rather than discounting to create artificial urgency.

5. Forecasting, CRM and operating cadence

• Maintain accurate opportunity stage, value, close date, next step, risk and MEDDPICC evidence in CRM.
• Forecast from customer evidence and deal progression, not seller optimism.
• Participate actively in weekly forecast, pipeline and deal inspection.
• Use stage conversion, sales-cycle and win-rate data to improve personal execution.

6. Customer handover and market learning

• Run a complete handover into Customer Success with the business case, promised outcomes, stakeholders, risks and agreed success criteria captured.
• Stay involved where commercial continuity is useful without creating unclear post-sale ownership.
• Feed objections, competitor patterns and customer insight back into Marketing, Product and the wider sales playbook.
• Help codify the discovery, qualification and value-selling patterns that consistently win.

Role scope

This is an individual contributor role with direct accountability for new ARR, pipeline quality and forecast accuracy. The AE is expected to own the full commercial process once an opportunity is accepted, stay close to the customer and help build the sales playbook while the company moves from founder-led selling to a repeatable enterprise motion.

Role expectations

This is a high-accountability enterprise sales role. This person is expected to stay close to deals, prospect alongside the wider team when pipeline requires it, qualify hard, use customer evidence in the forecast and build value cases that can stand up with Senior Compliance, Risk, Legal and executive buyers.