Senior Account Executive

Senior Account Executive

Location: Remote (United States)

Department: Sales

As a Senior Account Executive focused on Tier 1 Banks and Credit Unions, you will own the full sales cycle for our largest and most strategic prospects and customers. You will engage C-suite and VP-level stakeholders across Operations, Risk, Compliance, and Technology, building the business case for QFD as a core infrastructure investment. This is a true enterprise sale—complex, consultative, and highly rewarding for closers who can run a rigorous MEDDPICC process: confirming Metrics with Economic Buyers, mapping Decision Criteria and Decision Process, developing strong Champions, implicating Pain, and outmaneuvering Competition across long procurement cycles and multi-stakeholder buying committees.

• Build and maintain a robust pipeline (3-4x Quota) of Tier 1 banks ($50B+ assets) and large credit unions through outbound prospecting, referrals, channel partners, and industry events.
• Map the full buying committee using MEDDPICC: identify the Economic Buyer as early as possible, intentionally recruit and develop a Champion inside the account, and document all influencers and blockers across Fraud Risk, Compliance, IT, and the C-suite.
• Partner with Marketing and SDRs to convert inbound interest into qualified opportunities.

• Identify Pain by going beyond surface-level discovery to quantify the financial and operational cost of the status quo: dispute write-off rates, average handle time (AHT), compliance penalty exposure, and cardholder attrition tied to poor dispute experiences.
• Position QFD as a strategic infrastructure modernization initiative—and build a Metrics-driven business case that translates QFD’s capabilities into prospect-specific ROI (cost per dispute, FTE reduction, compliance risk reduction, NPS improvement) the Economic Buyer can justify at the board level.
• Understand and document each prospect’s Decision Criteria (what they’re evaluating QFD against) and Decision Process (who approves, what gates apply, what timelines govern), then lead discovery, demonstrations, POCs, and executive business reviews that are precisely calibrated to advance through each stage, from Info Sec review to Economic Buyer sign-off.

• Quarterback complex 6–12-month sales cycles using MEDDPICC as the operating framework: confirm Metrics with the Economic Buyer, validate Decision Criteria, map the full Decision Process, coach your Champion continuously, and neutralize Competition before it stalls the deal.
• Navigate procurement, Info Sec/third-party risk reviews, and executive-level approvals by staying close to your Champion, equipping them with the right materials, Metrics, and talking points so they can carry the deal forward internally and surface risks before they become surprises.
• Proactively address Competition: identify competitive threats early in the cycle, before they shape the prospect’s Decision Criteria against you.
• Accurately forecast opportunities in Salesforce using MEDDPICC stage-gate criteria, a deal doesn’t advance in the forecast until each element is confirmed, not assumed.

• Represent Quavo at industry conferences and executive round tables.
• Feed competitive intelligence and product feedback to Product Management and Marketing.
• Contribute to sales playbooks, competitive battle cards, and deal review sessions.

• 7+ years of enterprise B2B SaaS sales experience, with at least 3 years selling into Tier 1 or large regional banks and/or credit unions.
• Demonstrated track record of closing $1M+ ACV deals with 6+ month sales cycles.
• Deep…