Job description

Zone & Company Software Consulting LLC (“Zone”) is the ERP-native AI platform for financial operations, purpose-built for organizations running on Oracle NetSuite. We are redefining how finance teams operate by delivering an AI-powered system that automates, connects, and scales financial workflows directly within the ERP. As the AI operating system for finance teams in NetSuite, Zone enables more than 4,500 customers worldwide to run smarter, faster, and with greater accuracy. Our platform spans the full financial lifecycle, including Quote-to-Cash, Procure-to-Pay, Treasury, Payroll Management, and Record-to-Report, eliminating manual processes and unlocking real-time financial intelligence. By embedding intelligence directly into NetSuite, Zone helps finance teams move beyond reactive work to proactive, strategic impact. Learn more at www.zoneandco.com or follow us on LinkedIn: linkedin.com/company/zoneandco . 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. The base salary range for this position is $130,000 – $170,000 + incentive compensation target matching base salary + equity. Actual compensation will be determined based on factors including, but not limited to, the candidate’s skills, qualifications, experience, and education, as well as market and business considerations. #LI-Remote Benefits At Zone, we provide the platform; you provide the grit. We operate as a high-velocity, fully remote, global team where autonomy isn't just a perk, it’s the standard. We’re looking for self-driven professionals eager to navigate the complexities of a unique SaaS environment and take full command of their professional evolution. We ditch micro-management for high-trust flexibility, ensuring you have the space to innovate and scale. Our benefits are built to fuel this lifestyle, supporting your life beyond the screen so you can focus on making a global impact. Explore our offerings at zoneandco.com Join Our Global Mission Zone & Co is an Equal Opportunity Employer committed to building a diverse, equitable, and inclusive workplace. We thrive on unique perspectives and strongly encourage candidates of all backgrounds to apply. Here, your identity is valued, and your talent is the only limit to your growth. All qualified applicants will receive consideration regardless of race, color, religion, sex, orientation, age, disability, or any other protected factor. Employment Terms United States Employment with Zone is “At-Will” , meaning either party may terminate the relationship at any time, with or without cause or notice, in accordance with applicable law. This job description does not constitute an employment contract or guarantee of continued employment. Duties and responsibilities may evolve as the company grows and may change at any time with or without notice. Non-US Jurisdictions This position is offered as a Fixed-Term or Permanent Contract based on your country of residence. Employment is subject to a written contract which outlines specific notice periods, probationary terms, and statutory entitlements. Privacy Statement and Applicant Privacy Notice . #LI-Remote

Requirements

Must-haves

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.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: greenhouse
Effort: quick