Account Executive

The Company

Glassbox's mission is to reveal the insights that empower organizations to deliver exceptional digital customer experiences. Glassbox is a leading force in shaping digital experiences, helping organizations uncover digital issues, boost conversion rates, enhance accessibility, prevent fraud, and more. Leveraging AI-driven customer intelligence, Glassbox enables enterprises to deliver secure, proactive, and preventative digital experiences. Its solutions are trusted by highly regulated organizations, including SoFi, Cal, and many others. The company is growing and has been recognized by G2 as one of 2024's Top 50 Software Companies in the world.

What You Will Do as an Account Executive

• New Business Acquisition: Identify, qualify, and close new enterprise-level opportunities within the Financial Services sector across banking, insurance, wealth management, and other related sub-segments.
• Strategic Account Planning: Develop and execute comprehensive account plans to penetrate target organizations, identify key decision-makers, and build strong relationships.
• Value-Based Selling: Articulate the unique value proposition of Glassbox and tailor solutions to address the specific business challenges and strategic objectives of FS companies (e.g., fraud detection, regulatory compliance, customer journey optimization, digital transformation).
• Executive Engagement: Cultivate relationships with C-level executives (CDO, CIO, CMO, CTO, Head of Digital, Head of Customer Experience) and other senior stakeholders, demonstrating a deep understanding of their business drivers.
• Complex Deal Management: Navigate lengthy and complex sales cycles, effectively managing multiple stakeholders, legal, and procurement processes.
• Cross-Functional Collaboration: Partner closely with Sales Engineering, Professional Services, Customer Success, and Marketing teams to deliver compelling demonstrations, proofs of concept, and ultimately successful customer engagements.
• Market Expertise: Stay abreast of industry trends, competitive landscape, and regulatory changes within the Financial Services sector to position Glassbox effectively.
• Forecasting & Reporting: Accurately forecast sales pipeline and revenue, and maintain up-to-date records in CRM (Salesforce).
• Achieve & Exceed Quota: Consistently meet and exceed assigned sales quotas and KPIs.

What You Will Need

• 7+ years of successful enterprise software sales experience, with a demonstrable track record of exceeding quota in a new business hunting role.
• Strong preference for experience selling into the Financial Services sector (banking, insurance, wealth management) is essential. You understand the unique challenges, regulatory environment, and digital transformation initiatives within FS.
• Experience selling Digital Experience, CX, Analytics, Fraud, or related B2B SaaS solutions highly desirable.
• Proven ability to articulate complex technical concepts into clear business value for executive audiences.
• Exceptional communication, presentation, negotiation, and interpersonal skills.
• Demonstrated ability to build and maintain strong relationships with C-level executives.
• Strategic thinking and strong business acumen.
• Highly organized, self-motivated, and able to work independently and as part of a team.
• Proficiency in CRM software (e.g., Salesforce).

What We Can Offer

• A competitive salary, bonus, and equity package.
• Comprehensive health insurance including medical, dental, and vision for you and your family.
• Competitive time off.
• Work from home stipend.
• Learning and development stipend.
• Competitive 401k matching.
• Flexible work environment where you manage your work day.
• A remote-first environment, with occasional travel to collaborate with customers, your team, and teammates from across the company in person.

Key skills/competency

• Enterprise Sales
• Financial Services Sales
• New Business Acquisition
• SaaS Sales
• C-Level Engagement
• CRM Software (Salesforce)
• Strategic Account Planning
• Value-Based Selling
• Negotiation Skills
• Digital Transformation