Account Executive

Job Description

Job Description

Description:

Mascoma Technologies is hiring an Account Executive (AE) to partner with forward-thinking banks and credit unions that are actively modernizing their technology stack. These institutions are not just planning change, they are executing it. This change is driven by events like M&A, digital transformation, product expansion, core conversions, and ongoing pressure to improve accounting, reconciliation, and operational control.

This role exists to bring Stratum into complex environments where multiple systems must work together in real time, with less disruption and more visibility. Stratum enables institutions to orchestrate bi-directional data flows across cores, fintech platforms, and next-gen systems, while also supporting ledger automation and stronger governance as modernization accelerates. 

The Account Executive owns the sales motion from first conversation through close, including discovery, qualification, deal strategy, and executive alignment. The successful candidate will pull in Sales Engineering and Solutions Architecture when depth is required, but the AE will remain accountable for moving the deal forward and closing it. The AE will work directly with CEOs, CTOs, CIOs, COOs, and their teams, translating real operational pain into a credible modernization path.

Requirements:

ESSENTIAL FUNCTIONS

• Own new logo acquisition across Tier 3 and Tier 4 US banks and credit unions that are actively executing modernization initiatives such as core conversions, M&A integration, digital expansion, or operational and accounting transformation
• Build and maintain a qualified pipeline with accurate forecasting and disciplined deal management
• Drive expansion opportunities within existing client relationships as institutions extend Stratum across additional systems, products, or use cases
• Lead executive level discovery with CEOs, CTOs, CIOs, COOs, and their direct reports to uncover concrete operational constraints, data fragmentation, ledger challenges, and risk introduced by complex architectures
• Position Stratum as a core enablement platform that allows institutions to modernize in parallel, not sequentially, reducing risk while increasing speed to value
• Own the sales process end to end, from first conversation through contract execution, including deal strategy, stakeholder alignment, and internal coordination
• Engage Sales Engineering and Solutions Architecture resources strategically, ensuring technical depth supports the deal without slowing momentum
• Navigate long, multi stakeholder sales cycles ranging from 6 to 18 months, maintaining urgency while respecting regulatory, procurement, and governance realities
• Collaborate closely with Go-to-Market leadership and the COO to refine ICP definitions, sales motion, and market messaging based on real prospect feedback
• Represent Mascoma Technologies at client meetings, onsite working sessions, and industry conferences, building credibility and long-term trust in the market

QUALIFICATIONS

• 5 to 10 years of experience selling fintech, banking technology, or financial infrastructure solutions into US financial institutions
• Demonstrated success selling to banks or credit unions with complex technology environments and regulated operating models
• Working knowledge of core banking systems and surrounding ecosystems, including cores, fintech platforms, data layers, and downstream accounting or ledger systems
• Experience selling platforms related to core enablement, orchestration, integration, or modernization
• Proven ability to manage consultative sales cycles with multiple decision makers and extended evaluation periods
• Comfort engaging both executive and technical audiences, with the ability to translate operational and architectural complexity into clear business outcomes
• Track record of closing complex, high value deals that require trust, credibility, and sustained relationship building
• Existing relationships within mid-market banks or credit unions strongly preferred
• Disciplined pipeline management skills and comfort with forecasting in environments where speed is not the primary buying driver
• Self directed, accountable, and comfortable operating with autonomy in a growing organization
• Willingness to travel up to 50% for client meetings and industry conferences
• This role is not intended for first-time fintech sellers or candidates transitioning from purely relationship-based sales roles

PHYSICAL DEMANDS/WORKING CONDITIONS  

• Fully remote position within the United States
• Travel up to 50 percent for client meetings and industry conferences
• Varied work with normal expenditure of energy and little or no unusual physical effort
• Work involves intermittent periods of stationary positioning and traversing
• Working conditions include well-lit and well-ventilated areas

CORE COMPETENCIES  

Customer Experience - Building strong relationships and delivering customer-centric solutions. 

Builds Networks - Effectively building relationship networks inside and outside the organization. 

Communicates Effectively – Communicating clearly and in a way that supports the needs of different audiences. 

Financial Acumen – Understanding and applying knowledge of key performance indicators to make better business decisions. 

Regulatory Awareness – Understanding how the various components of banking inter-relate with current state and federal regulatory requirements. 

Decision Quality - Making data-driven decisions; striving for balance between risk and reward to seize opportunities that keep the organization moving forward. 

Instills Trust - Gaining the confidence and trust of others through honesty, integrity, and authenticity. 

Manages Ambiguity - Operating effectively, even when things are uncertain, or the path forward is unclear. 

COMPENSATION

This role is compensated through a combination of base salary and performance-based commission. Total compensation is aligned to current market benchmarks for mid-level fintech Account Executives selling complex banking and infrastructure solutions.

Why Mascoma Technologies?  

• Strong culture of belonging with a team that values creativity, new perspectives, and innovation. 
• Community first minded. We care about our employees and the communities we serve. 
• Competitive compensation. 
• Flexible work environment with onsite, remote and hybrid opportunities. 
• Career development and internal career mentorship. 
• Comprehensive health care, dental care, and vision. 
• 401(K) Program: 4% safe harbor employer match on top of 5% non-elective contributions following one year of service. 
• Generous PTO starting at 22 days per year, not including 11 paid holidays and 16 hrs. of Volunteer Time Off. 
• Tuition Reimbursement. 
• Student Loan Paydown and so much more! 

Background and Credit Check  

As part of our commitment to maintaining a secure financial institution, all final candidates will be required to successfully complete background and credit screenings as part of the hiring process. These screenings will be conducted in accordance with applicable laws and industry regulations. 

Please note : Having a record on a background or credit report does not automatically disqualify you. We evaluate results on a case-by-case basis, considering their relevance to the role and any regulatory requirements.

Our Commitment to Belonging! 

The communities served by Mascoma Bank consist of individuals from diverse backgrounds. Our employees likewise bring unique perspectives, experiences, and approaches to the bank. We strive to create a safe and welcoming environment for all who pass through our doors and a workplace that actively demonstrates mutual respect and trust, one of our core values. A truly inclusive culture leads to a sense of belonging and support for all team members and inspires innovation and creativity. We are committed to recruiting and retaining a diverse talent pool, increasing team member engagement through professional development and community outreach activities, and offering personal growth workshops and team-building opportunities. By embracing diversity, equity, and inclusion, we strengthen our communities and ourselves. 

Mascoma Bank is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, ethnicity, religion, color, national origin, gender, sexual orientation, gender identity, gender expression, age, veteran status, status as an individual with a disability, or other applicable legally protected characteristics. To request reasonable accommodations, please contact View email address on us.fitly.work.

Mascoma Bank is an Affirmative Action and Equal Opportunity Employer, M/F/D/V.