Senior Enterprise Account Executive - DIB and Department of War (DoW)

Senior Account Executive

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; and
• 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 driving towards significant Enterprise Growth after adoption is complete. While this is just one dimension of the overall role for a Senior AE, it is an important element that requires experience in project management and cross-functional leadership to drive growth.

The ideal candidate draws from experience in the Supply Chain, Third Party Risk, Credit Risk or Risk Management fields. These industries are undergoing rapid change as risk management disciplines evolve, while companies face economic, operational, regulatory, and capital challenges. Challenges bring opportunities, and Rapid Ratings is critical in guiding the world's leading corporations and financial institutions to proactively manage these risks and to create resilience and business opportunities in the process.

All AEs are expected to apply a consultative approach to navigate the sales process and help potential customers identify business gaps in their current risk management programs that can be solved with Rapid Ratings' solution. Sales cycles, depending on the deal, can move as quickly as 30-90 days for wins focused on mid-market accounts or "land and expand" strategies, whereas larger enterprise deals will often take 6-9 months to align with procurement budget/buying cycles.

Essential Duties and Responsibilities:

• 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
• Public Sector - Develops detailed Strategy Plans for targeted DOW Programs (Army, Navy, USAF, etc.)
• Develops a business plan and sales strategy (new business) for each branch and major program in the assignment to ensure tactical penetration and
• Develops and maintains relationships with key decision makers in the DoW. Is an expert on the federal government procurement process.
• Develops a business plan and new-business sales strategy that ensures tactical penetration and attainment of direct sales quota.
• Management of leads proved by internal and external BDRs.
• Overachievement of quarterly sales quota through selling TPRM, SCRM platform to well-qualified prospects using the Rapid Ratings sales process.
• Remains highly knowledgeable on key contacts in the Dept 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.

Expectations of Sales Activity:

• 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 %

Essential Education, Skills, and Environment:

Specialized Knowledge and Skills:

• 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 and success in Solution Selling or like methodologies in complex environments of 6+ months sales-cycle durations and ARR in excess of $500,000).
• Minimum 5 years' relevant work experience.
• Domain expertise of SaaS-based solutions is a plus but not a requirement.
• Outstanding analytical, organizational, communication, presentation and negotiation skills.
• High comfort level and presence senior level executives and decision makers in the military & intelligence community.

Education:

• Bachelor's degree or higher in Business Administration with a focus on finance, engineering, sales management or logistics preferred.

Essential Personal Values and Attributes:

• Hungry, Humble, Capable.
• Highly competitive and coachable.
• Ability to work within a team environment.
• Ability to independently identify, investigate and develop solutions to problems (business, operational and ideally technical).
• Ability to manage multiple projects/initiatives to meet predetermined deadlines, setting direction for and ensuring the success of all prospect engagements.
• Demonstrated proficiency in software productivity tools (CRM, word processing, spreadsheet, presentation and database software) to meet goals of position.
• Ability to function independently, with minimal supervision, setting direction communicating effectively with internal and client stakeholders, and enlisting help as needed.
• Ability to prioritize and delegate work as needed.
• Ability to establish friendly, professional and cooperative relations with internal and external contacts.
• Organizational and Territory Management Skills (strategic thinking, goal-setting, business metrics driven, time management, etc.)

What would make you successful?

• Experience in Enterprise SaaS, Software Sales or Technology with an understanding MEDDPIC principles, and/or Solution Selling Methodology
• Challenger mindset and approach to sales
• Experience in credit, financial risk, or third part risk more broadly
• Demonstrated sales process and high IQ/EQ to determine "fit" with potential buyers to ensure sales efficiency
• Cross-functional experience to work with partners and internals teams to drive opportunities and win deals
• Proven selling success of meeting or exceeding quotas and goals
• Strong desire to learn and earn in a fast-paced environment
• Professional presence as well as outstanding interpersonal, verbal, written communication and negotiating skills
• Demonstrable understanding of B2B sales process
• Experience with Salesforce, Outreach, Gong, ZoomInfo, LinkedIn Sales Navigator
• Willingness to travel 50% of the time

Compensation and Benefits:

• Highly Competitive Salary
• Aggressive Commission Plan
• Paid Vacation Days
• Sick Leave
• Medical/Dental/Vision Plans
• Career Development Support

*Salary*: $150,000-$180,000