Role OverviewThis is a new-business sales role. You will own a broad territory, create a meaningful portion of your own pipeline, and convert qualified opportunities into new recurring revenue. The sales motion is high velocity relative to our enterprise business, but it is not low-skill selling. Our buyers are sophisticated compliance professionals operating in a regulated environment. Credibility, responsiveness and precision matter.
RiskExec is also becoming an increasingly AI-native company. We expect our sellers to use AI as leverage: researching accounts faster, identifying better opportunities, preparing stronger customer conversations, automating low-value work and spending more time selling.
We are currently considering remote candidates based in Eastern and Central time zones.
What You Will OwnNew ARR in your assigned market. Your primary accountability is acquiring new RiskExec customers and consistently delivering against quota.
Pipeline creation. You will build a substantial portion of the pipeline required to hit your number through targeted outbound, referrals, industry relationships, conferences and disciplined account development.
The sales cycle through signature. You own discovery, qualification, solution positioning, demos, business case development, objection management, commercial negotiation and close.
Territory productivity. You will decide where to concentrate time across a large account universe, using data and AI-assisted research to identify institutions with the strongest combination of need, timing and commercial potential.
Credible regulatory and product conversations. You will develop enough fluency in RiskExec's platform and the regulatory problems we solve to earn trust with compliance, lending and executive buyers.
AI-enabled selling. You will use RiskExec's approved AI and sales systems to increase selling capacity, improve preparation and maintain excellent CRM and forecast discipline.
Pipeline and forecast data in HubSpot. Opportunity stage, next steps, close dates and activity stay current in HubSpot. At this deal volume, a forecast is only as good as the record behind it.
Commercial expansion where assigned. In partnership with Customer Success, you will identify and close designated module expansion opportunities, including RiskExec's AI-native capabilities.
Your ownership ends where implementation and ongoing account management begin. Customer Success owns post-sale adoption, value realization and retention; you remain available when commercial or executive involvement materially improves the customer outcome.
Selling Integrity, RiskExec's AI-Native ModuleIntegrity is RiskExec's AI-native compliance module, and it is the newest part of what you sell. Expect questions on it in most cycles.
Develop a working command of what Integrity does, what data it uses, how its outputs are produced and where human review sits. No AI or ML background is required, and claiming more technical depth than you have will cost you the buyer.
Introduce Integrity as a natural extension of a customer's core compliance modules, framed around the workload and turnaround time it gives back to a lean compliance team. That framing is what resonates in this segment; abstract AI capability is not.
Be ready for direct questions about data handling, oversight and who reviews what. Smaller institutions ask these plainly and expect a plain answer. Route anything requiring a definitive commitment to Product or Legal rather than improvising.
Bring recurring objections back to Product and Marketing. You will hear this segment's reaction to Integrity earlier and more often than anyone else at RiskExec.
How You Will Drive ImpactThis is a high-output selling role. You will manage multiple opportunities concurrently and move them forward with urgency without sacrificing quality. You will apply the appropriate level of sales rigor to each deal rather than adding process for its own sake.
We expect you to:
- Maintain sufficient qualified pipeline to support consistent quota attainment.
- Create pipeline every week rather than relying on inbound demand.
- Run focused discovery that identifies the business problem, buying process, decision maker, urgency and competitive alternatives.
- Establish clear next steps and mutual accountability throughout the sales process.
- Forecast based on evidence rather than optimism.
- Use customer and win/loss feedback to improve RiskExec's messaging and go-to-market motion.
- Work the tools RiskExec has deployed as part of a daily motion: Waypoint for prospect research, Clay and LinkedIn Sales Navigator for enrichment and targeting, Nooks for outbound dialing, and Claude for research, call preparation and drafting outreach. Use HubSpot Notetaker and Claude to keep HubSpot notes, activity and follow-ups current without slowing your call volume.
- Continuously increase productivity through better processes, automation and AI.
Performance will ultimately be measured by new ARR, quota attainment, pipeline creation, conversion, sales-cycle discipline and forecast accuracy, not by raw activity volume.
Cross-Functional and Executive InterfacesYou will work closely with:
- BDR and Demand Generation: to expand market coverage while maintaining personal accountability for pipeline creation.
- Marketing: to turn campaigns, events, regulatory developments and market intelligence into pipeline.
- Solutions and Product: when opportunities require deeper product, data, AI or regulatory expertise.
- Customer Success: to ensure clean handoffs and identify appropriate expansion opportunities.
- Sales Leadership: on territory strategy, pipeline quality, deal inspection, forecasting and performance.
You are expected to bring customer intelligence back into the company without turning individual customer requests into assumed product commitments.
QualificationsRequired- 3+ years of successful quota-carrying B2B SaaS or technology sales experience.
- Demonstrated ability to generate meaningful pipeline independently rather than depending exclusively on SDR or inbound support.
- Evidence of consistent closing performance in a multi-opportunity sales environment.
- Strong discovery, presentation, negotiation and commercial judgment.
- Ability to learn a complex product and explain it clearly to sophisticated business buyers.
- Strong operating discipline around pipeline management, CRM accuracy and forecasting. Working fluency with HubSpot or a comparable CRM.
- Daily use of AI and automation tools as part of how you prospect, prepare and sell. Experience with our specific stack is not required; working this way is.
- Ability to travel for priority customer meetings, conferences and industry events.
Preferred- Experience selling to banks, credit unions, mortgage lenders or other regulated financial institutions.
- Experience in compliance technology, financial data, analytics, lending technology or vertical SaaS.
- Familiarity with HMDA, CRA, Fair Lending or adjacent regulatory workflows.
- Direct experience with Claude, Clay, Nooks, LinkedIn Sales Navigator or comparable tools in a daily outbound workflow.
- Experience selling multiple products or modules into a common buyer base.
Traits That Win at RiskExecYou create momentum. You do not wait for perfect information or someone else to generate your opportunities.
You are commercially rigorous. You know the difference between activity and progress.
You earn customer trust. You do not bluff on regulatory, technical or product questions.
You use technology as leverage. AI should make you more productive, more prepared and more responsive.
You own outcomes. Pipeline, forecast and quota are not someone else's problem.
You improve the system. When something does not work, you identify the pattern, solve it and share what you learned.
You move fast without getting careless. That balance matters in regulatory technology.
Compensation and BenefitsA competitive compensation package with a 50/50 base and variable split, plus benefits including group health, dental and vision plans and a 401(k) with company match.
