Account Executive - Enterprise

Overview

Summary High visibility sales role, closing new business, in a high-growth SaaS start-up of 50+ employees. In office with one work-from-home day after the initial 6 months. Salary Range: $88,000. Commissions: 15% of closed deal ARR. OTE Range: $175,000. Paid Training.

BCS (Business Credentialing Services) sells insurance tracking and vendor compliance solutions to enterprise clients — Fed Ex, Hilton, Hyatt, Gilbane, Beacon Capital Partners, Los Angeles School District, Inven Trust Properties, and other major names in commercial real estate, construction, government, and education. We have 18 years in this space and are expanding with an AI-native solution for insurance compliance. Our enterprise deals combine our software platform with a full-service compliance operations team.

This is a full-cycle Account Executive role
. You will personally own every stage of the sales process — prospecting, outreach, discovery, demo, negotiation, and close. There are no SDRs or BDRs feeding you leads. You build your own pipeline. This is consultative enterprise selling that demands deep discovery skill and patience for long cycles, but you are still responsible for sourcing your own opportunities. If you are looking for a role where someone else hands you qualified meetings, this is not it.

In-office requirement This position is based in our office. We offer one day per week of work-from-home after the first 6 months. Sales reps perform best in collaborative, in-person environments — especially during ramp — and we structure the role accordingly.

You will run the complete sales cycle on our enterprise offering — a combination of our software platform and managed compliance services. Average deal size is ~$52K ACV with top deals exceeding $500K. Sales cycles run 4–9 months. Buyers are typically C-suite and senior executive stakeholders — CFOs, COOs, General Counsel, Chief Risk Officers, Chief Procurement Officers, and the VPs reporting to them.

This is a high-rigor, multi-threaded enterprise motion — MEDDPICC discipline and SPIN-based discovery are required. You will source every opportunity yourself.

Warm inbound leads may come in, but quotas are achieved through outbound prospecting. Inbound is the floor, not the plan.

• Own 50 tiered target accounts. Map 5–7 named stakeholders per account. Multi-thread or lose.
• Build your own pipeline. Minimum 300 outbound dials per week, complemented by personalized email and Linked In outreach to senior buyers. This is account-based selling at volume — strategic, not robotic, but consistently in motion.
• Run deep discovery. Use SPIN to surface organizational implications and the true cost of broken compliance programs.
• Differentiate, don’t compare. Win on operational depth — endorsement-level review, foreign-language coverage, policy exclusions, NY Labor Law 240 specialty work, white-glove customization.
• Create 3–5 new qualified opportunities per month. Build to 4x pipeline coverage on a $550K quota.
• Close 10–15 deals per year. Mix of mid-sized and large enterprise deals.

• 5–10 years of enterprise B2B SaaS sales experience with documented multi-stakeholder closes at $50K+ ACV
• Fluent in MEDDPICC, SPIN, or equivalent enterprise sales methodology — not just trained, fluent
• Comfortable selling to the C-suite — CFOs, COOs, General Counsel, Chief Risk Officers, Chief Procurement Officers — and to the senior VPs reporting to them
• Willing to do your own prospecting at the enterprise level — strategic, multi-channel outbound to senior buyers
• Patience for long cycles — you won’t panic at month 4 with no closes, you’ll trust the process and the pipeline
• Vertical experience in insurance, compliance, Prop Tech, Con Tech, Gov Tech, or risk management is a major plus

Base salary: $88,000

$170,500 OTE at 100% quota attainment. Variable comp is straight commission — 15% of first-year ARR on every deal closed. Accelerators kick in above 100% of quota. Deal-size kickers: $2,500 bonus on every deal over $100K ACV, $5,000 on every deal over $250K. A rep at 130% with one large deal earns $210K+ all-in. Base salary is…