The Opportunity We're hiring a hunter - an Account Executive who owns the entire new-logo sales cycle end to end: sourcing your own pipeline, running outbound outreach, delivering the demo, and closing the deal. This is a foundational sales hire on a small, high-accountability GTM team. There is no SDR handing you qualified leads - you'll build your own pipeline from a well-defined addressable market of community banks and credit unions, then carry each opportunity yourself from first touch to signed contract, working closely with the leadership team to build a repeatable, scalable engine in a market the business has served for years but is now actively re-entering with sharper positioning and a stronger product story.
What You'll Do - Source and build your own pipeline of qualified prospects within the target market of community banks and credit unions - through outbound prospecting, referrals, network, and self-directed research; this role does not rely on inbound leads or an SDR function.
- Run a consultative, value-based sales process that ties platform capabilities directly to institution-level outcomes: member experience, branch efficiency, and staff productivity.
- Own outbound prospecting personally - cold calling, emailing, LinkedIn outreach, and other channels - to generate and qualify new opportunities against a defined target account list, without dependency on marketing-generated leads.
- Build and maintain a healthy, accurately forecasted pipeline in CRM, with disciplined stage hygiene and next-step ownership on every opportunity.
- Develop and continuously refine your own outbound prospecting playbook - messaging, cadence, and targeting - informed by GTM leadership's positioning but executed independently against your book of target accounts.
- Deliver compelling product demonstrations tailored to the specific priorities of bank and credit union decision-makers (retail banking leaders, branch operations, IT/vendor management).
- Negotiate contract terms and pricing in coordination with the General Manager, balancing new-business growth with margin and retention objectives.
- Represent the company at industry events, conferences, and webinars as needed to build pipeline and market presence.
- Provide structured feedback from the field to Product and Marketing on competitive positioning, objections, and unmet needs in the market.
What Success Looks Like In the first 12 months, a successful Account Executive will have personally sourced and built a qualified pipeline sufficient to consistently meet or exceed an assigned new-ARR quota, established a repeatable and forecastable outbound-to-close process, and become a trusted advisor to prospects navigating their branch technology decisions - closing new-logo business while laying the foundation for a scalable, hunter-led AE function at FMSI.
What You Bring - 3+ years of full-cycle B2B SaaS sales experience in a self-sourcing "hunter" capacity, with a track record of consistently meeting or exceeding quota built substantially on self-generated pipeline; Enterprise-level SaaS sales experience strongly preferred.
- Experience selling into financial institutions (community banks, credit unions) or another regulated, relationship-driven vertical is a strong plus.
- Demonstrated ability to run a consultative sales process - diagnosing a prospect's operational pain points and building a business case, not just presenting features.
- Comfort working in a lean, fast-moving environment where you'll help shape process rather than simply follow one.
- Genuine enjoyment of prospecting - comfortable picking up the phone, writing cold outreach, and grinding out a pipeline from zero rather than waiting on leads to arrive.
- Strong written and verbal communication skills; ability to present confidently to bank and credit union executives.
- Working knowledge of CRM discipline and forecasting rigor.
- Self-directed and coachable - comfortable with high autonomy and high accountability in equal measure.
Compensation & Benefits - Competitive base salary with uncapped commission plan tied to new ARR and expansion bookings.
- Total on-target earnings (OTE) commensurate with experience and structured to reward over-achievement.
- Health, dental, and vision coverage.
- Fully remote, with periodic travel for in-person team and customer meetings.
- The opportunity to shape the sales function of a company in the middle of a deliberate, well-resourced strategic reinvention.
