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 three 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;
• 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 drive towards significant enterprise growth after adoption is complete. This dimension of the role requires experience in project management and cross‑functional leadership to drive growth.

• 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 alignment with direct sales quota.
  • Public Sector
    - Develops detailed strategy plans for targeted DoW Programs (Army, Navy, USAF, etc.).
  • Remains highly knowledgeable on key contacts in the Department of War, along with contracting vehicles and methodologies.
  • Conduct market research and recommend product positioning and pricing strategy.
  • Manage the development and maintenance of referral‑generation plans.
  • 100% certification of Rapid Ratings methods, products and services.

• Strategically manage a global territory of 50 named Private‑Sector Accounts within the Defense Industrial Base (DIB) and deploy a lead‑generation strategy focused on sourcing new opportunity accounts.
• Maintain strategic relationships within the DoW. Manage and sell to DoW Programs and deploy a strategy focused on sourcing new opportunity accounts.
• Work with the assigned Business Development Representative (BDR) to create a support plan for conducting outreach to designated high‑value accounts within the assigned territory.
• Focus on activity rate – number of new connections, first calls, meetings all maintained in Salesforce.
• Consistently achieve quarterly and annual sales quota objectives.
• Manage pipeline and opportunity stages to be consistent at all times with RR Sales Policy.
• Continuous learning to always improve selling tactics and strategies to increase win rate.

• Subject‑matter expertise in Supply Chain Management, Supply Chain Risk Management (SCRM), Third Party Risk Management (TPRM). Knowledge of GRC solutions is a plus.
• BA/BS degree (or equivalent; MBA or advanced degree preferred).
• A verifiable track record of sales quota attainment (experience…