Senior Enterprise Account Executive - DIB and Department of War; DoW

As a fintech company with a vast addressable market, we empower our employees to be thought leaders as they navigate various customer problems – whether internal or external – and to be challenged to develop solutions that create a positive impact for our business. Rapid Ratings is actively looking for a proven Senior Account Executive (AE) to join our exceptional Sales team and expand our GTM presence in North America.

This role will report into the VP of Sales.

The mission of the Senior AE is to help create enterprise value for each customer by deploying our predictive analytics and financial risk reporting systems. This role has 3 core areas of responsibility:

• Closing qualified opportunities with high rates of conversion to achieve quarterly and annual quota targets;
• Progressing pipeline to align business cases with buying cycles with the sales EQ necessary to both rigorously qualify and disqualify opportunities; and
• Consistently building new pipeline to replace opportunities won or lost.

This requires a proactive, entrepreneurial mindset to engage potential customers across all channels. Success in these areas also relies heavily on keen discovery skills to identify leads with potential business problems that we can solve, as well as effective communication to align multiple stakeholders with a problem that can be solved through Rapid Ratings’ capabilities and value-driven sales process.

A successful Senior AE at Rapid Ratings never stops selling; top reps consistently sell through the first deal to help ensure value delivery after getting the first contract in the door, and driving towards significant Enterprise Growth after adoption is complete. While this is just one dimension of the overall role for a Senior AE, it is an important element that requires experience in project management and cross-functional leadership to drive growth.

The ideal candidate draws from experience in the Supply Chain, Third Party Risk, Credit Risk or Risk Management fields. These industries are undergoing rapid change as risk management disciplines evolve, while companies face economic, operational, regulatory, and capital challenges. Challenges bring opportunities, and Rapid Ratings is critical in guiding the world's leading corporations and financial institutions to proactively manage these risks and to create resilience and business opportunities in the process.

All AEs are expected to apply a consultative approach to navigate the sales process and help potential customers identify business gaps in their current risk management programs that can be solved with Rapid Ratings’ solution. Sales cycles, depending on the deal, can move as quickly as 30-90 days for wins focused on mid-market accounts or “land and expand” strategies, whereas larger enterprise deals will often take 6-9 months to align with procurement budget/buying cycles.

Essential Duties and Responsibilities:

• Individual Contributor
• Responsible for qualifying, developing and closing new opportunities in the DIB and DoW. Manages sales cycles from key decision makers (both people and command).
  • Private Sector - Develops and maintains relationships with key decision makers at Defense Contractors and Aerospace and Defense companies in a “sell to” and “sell through” capacity.
    • Examples include Leidos, RTX, General Dynamics, Boeing, Space X/Blue Origin, BAE Systems, Lockheed Martin, Honeywell, etc.
    • Develops a business plan and sales strategy (new business) for each branch and major program in the assignment to ensure tactical penetration and
  • Public Sector - Develops detailed Strategy Plans for targeted DOW Programs (Army, Navy, USAF, etc.)
    • Develops a business plan and sales strategy (new business) for each branch and major program in the assignment to ensure tactical penetration and
    • Develops and maintains relationships with key decision makers in the DoW. Is an expert on the federal government procurement process.
    • Develops a business plan and new-business sales strategy that ensures tactical penetration and attainment of direct sales quota.
  • Management of leads proved by internal and external BDRs.
  • Over achievement of quarterly sales quota through selling TPRM, SCRM…