Sales & Marketing, reports to the Chief Revenue Officer

Purpose of the Role

We are looking for a Senior Enterprise Account Manager to drive new logo acquisition and expand our footprint within financial institutions. This is a high-impact, quota-carrying role for a polished seller who understands the complexity of selling mission-critical software into regulated environments and can navigate multi-stakeholder deals at the C-suite level.
Scope and Core Responsibilities
• Own a defined territory and develop a strategic account plan to meet or exceed an annual revenue quota of $1.5M-$3M ARR across the full AFS product portfolio.
• Lead the full sales cycle - from prospecting and qualification through discovery, solution design, proposal, negotiation, and contract execution - on complex 6-24 month enterprise deals.
• Engage C-suite and senior decision-makers (CEOs, CFOs, Chief Lending Officers, CIOs) at multi-national banks, community banks, regional banks, credit unions, and specialty finance companies.
• Articulate the business value of AFSVision, IRIS, CRN, and the Pricing Dashboard in the context of each prospect's commercial lending strategy, regulatory obligations, and technology modernization goals.
• Partner with Sales Engineering, Implementation, and Customer Success teams to develop compelling demonstrations, ROI analyses, and solution proposals.
• Collaborate with Product and Marketing to provide market feedback, competitive intelligence, and input on messaging for the commercial lending vertical.
• Maintain rigorous pipeline discipline: accurate forecasting, timely CRM updates (Salesforce), and consistent application of an enterprise sales methodology (MEDDIC or equivalent).
• Represent AFS at industry conferences, trade associations (e.g., RMA, ABA, NAFCU), and client events to build brand awareness and generate pipeline.
• Negotiate enterprise licensing agreements, professional services scopes, and SaaS contract terms in coordination with Legal and Finance.
Qualifications
• 5-8+ years of enterprise B2B software / SaaS sales experience, with a consistent track record of meeting or exceeding quota.
• At least 3 years selling into financial institutions (banks, credit unions, or specialty lenders), ideally within commercial lending, loan origination, or core banking technology.
• Demonstrated experience closing deals with ACV of $150K+ and managing multi-stakeholder sales cycles involving technology, compliance, legal, and executive stakeholders.
• Strong executive presence, polished communication skills, and the ability to credibly discuss commercial lending workflows, credit risk, and regulatory considerations (FFIEC, SOC 2, etc.) with senior bankers.
• Proficiency with Salesforce CRM and enterprise sales methodologies (MEDDIC, Challenger, or similar).
• Bachelor's degree or equivalent professional experience.
Preferred
• Prior experience selling hosted / private-cloud SaaS solutions to regulated financial institutions, with familiarity navigating third-party vendor due diligence processes.
• Understanding of commercial lending lifecycle: origination, credit underwriting, loan administration, and portfolio risk management.
• Existing network of relationships with commercial lending executives at community and regional banks or credit unions.
• Experience with loan origination systems (LOS), loan management systems (LMS), or credit risk platforms.