Qualifications
Responsibilities
Benefits
This role offers the chance to sell PowerPlan's AI-powered tax and accounting software to the office of the CFO at some of the world's largest asset-intensive companies — helping them generate more cash, mitigate compliance risk, and build a culture of cost management. As a Strategic Account Executive, you will own the full enterprise sales cycle across a concentrated portfolio of 10 to 12 strategic accounts, with two parallel mandates: converting PowerPlan's existing on-premise customers to SaaS, and winning net-new enterprise logos across Utilities, Oil and Gas, Telecom, Mining, and Rail.
This is a highly consultative, complex enterprise sale — typically multi-stakeholder, 18 months or longer, and seven figures. You will apply MEDDICC discipline throughout the sales cycle, operate as a trusted advisor to C-level buyers, and build a territory presence that positions PowerPlan before a formal evaluation begins. The right candidate teaches customers a better way of doing business — and closes deals that prove it.
ResponsibilitiesKEY PERFORMANCE OBJECTIVES (First 12–18 Months)
OBJECTIVE 1: Build a High-Quality Pipeline Across 10–12 Strategic Accounts (First 90 Days)
Outcome:
Within the first 90 days, develop a structured, MEDDICC-informed territory plan and an active pipeline of qualified opportunities across your concentrated portfolio of 10 to 12 strategic accounts. Map buying centers, identify key economic buyers and champions, and establish PowerPlan's presence early enough to shape each account's evaluation philosophy before competitors engage. For existing on-premise accounts, develop a clear view of conversion readiness and build the migration business case for the highest-priority targets.
Impact:
Enterprise sales cycles run 18 months or longer. A Strategic Account Executive who invests in territory intelligence, account entry timing, and early pipeline construction creates a structural advantage that compounds across the year. Pipeline quality at 90 days predicts bookings at 18 months — and in a concentrated account model, every account matters.
How:
Leverage CRM data, industry research, regulatory filings, and direct networking to build account intelligence. Apply MEDDICC to qualify opportunities before investing significant time. Map multi-level stakeholder networks at each target account. Establish substantive conversations — not just awareness — with economic buyers and champions before a formal need is articulated. For on-premise accounts, engage early on SaaS migration value and timing.
OBJECTIVE 2: Lead SaaS Conversion of Existing On-Premise Customers (Ongoing)
Outcome:
Own the commercial, technical, and change-management dimensions of converting existing PowerPlan on-premise customers to SaaS within your account portfolio. Build a compelling, quantified migration business case for each target account. Navigate the unique considerations of SaaS transitions — pricing model changes, implementation timelines, organizational readiness, and stakeholder alignment — and drive each conversion to a signed agreement.
Impact:
SaaS conversion is a central growth driver for PowerPlan. Existing on-premise customers represent a high-value, relationship-established pipeline — but converting them requires a different motion than new logo selling. A Strategic Account Executive who executes SaaS migrations with discipline and customer empathy drives ARR growth, improves retention economics, and creates the reference base that accelerates new logo acquisition.
How:
For each on-premise account in your portfolio, build a migration readiness assessment within the first 60 days. Develop a value-based business case that quantifies the financial and operational benefits of SaaS migration specific to that customer's situation. Partner with solution engineers and PS leadership to address technical and implementation concerns. Manage executive alignment and change-management objections with the same rigor as commercial negotiations.
OBJECTIVE 3: Own the Full Enterprise Sales Cycle with MEDDICC Discipline (Ongoing)
Outcome:
Own every stage of the PowerPlan sales cycle — from initial qualification through close and handoff to Professional Services — using MEDDICC to qualify, forecast, and drive each opportunity. Map each pursuit so PowerPlan is the clear and distinguished standout against competitive alternatives. Maintain accurate pipeline and opportunity data in CRM throughout every stage. Close seven-figure enterprise deals on a repeatable, disciplined basis.
Impact:
Complex enterprise sales are won or lost in the middle — during the long qualification-to-selection stages where focus erodes and competitors gain ground. A Strategic Account Executive who applies MEDDICC with rigor identifies the real economic buyer, validates the decision criteria, confirms the timeline, and closes at better commercial terms than those who rely on relationships alone.
How:
Build and maintain explicit MEDDICC deal plans for each active pursuit — economic buyer access, decision criteria mapping, decision process clarity, identified pain, champion strength, competition positioning, and validated metrics. Coordinate across PowerPlan's internal resources (solution engineering, PS, executive sponsors) at the right moments. Lead negotiations with respect for the customer and a clear-eyed view of PowerPlan's commercial interests. Update CRM with deal plan fidelity, not just stage hygiene.
OBJECTIVE 4: Develop Deep Territory & Market Intelligence in Asset-Intensive Industries (3–6 Months)
Outcome:
Within 6 months, be able to articulate the market fundamentals, regulatory trends, and business conditions driving buying behavior across your territory — with particular depth in Utilities. Know which accounts are most likely to enter a buying cycle in the next 12 months and why. Actively participate in industry forums, conferences, and associations to build relationships and stay ahead of market shifts that create entry points.
Impact:
Territory intelligence is a compounding asset. A Strategic Account Executive who understands the regulatory and financial pressures facing utilities and other asset-intensive industries can open substantive conversations at the CFO level before any product discussion begins — and can position PowerPlan's value proposition in terms that resonate with the specific operational realities of each account.
How:
Join and actively participate in relevant industry groups (utilities, oil and gas, rail, telecom, mining). Monitor regulatory developments affecting capital accounting, fixed asset management, and tax compliance in your territory. Use PowerPlan's existing customer base as a reference network for regional market intelligence. Build a personal cadence of industry engagement that keeps your knowledge current and your network growing.
OBJECTIVE 5: Build a Trusted Advisor Brand Across Your Account Portfolio (6–12 Months)
Outcome:
Within the first year, be recognized by a meaningful set of target accounts and industry contacts as a credible, knowledgeable representative of PowerPlan — someone customers want to engage before they have a formal project. Build multi-level relationships within each account, including economic buyers, champions, and skeptics — not just a single contact. Design and execute account-specific engagement programs that build brand and position you as a problem solver, not a vendor.
Impact:
Enterprise buyers buy from people they trust. A Strategic Account Executive with a strong personal brand in their territory gets invited into conversations earlier, gets more candid access to buyer thinking, and is more likely to be positioned as preferred before a competitive evaluation formally begins. In a concentrated account model, depth of relationship within each account is as important as breadth across the territory.
How:
Develop a personal engagement plan — speaking opportunities, roundtables, thought leadership, social presence — that builds visibility with CFO-level buyer personas across asset-intensive industries. Leverage PowerPlan's executive team, customer references, and partner network to amplify your reach. Within each account, map the full stakeholder landscape and build a relationship development plan that extends beyond the primary champion. Add value in every interaction before asking for anything in return.
OBJECTIVE 6: Grow and Leverage the Existing Customer Base (Ongoing)
Outcome:
Balance pursuit of net-new logos with disciplined management of existing PowerPlan accounts. Ensure every existing customer in your portfolio is in a referenceable state. Leverage existing accounts as sources of market intelligence, migration case studies, and reference introductions to net-new prospects. Identify and pursue expansion opportunities within existing accounts — additional modules, new business units, additional users — and coordinate handoffs with Customer Success and PS.
Impact:
Existing customers are among PowerPlan's most valuable commercial assets — particularly for SaaS conversion. A satisfied on-premise customer who migrates to SaaS becomes a reference, a case study, and a proof point that accelerates new logo decisions. A Strategic Account Executive who invests in existing customer health builds a self-reinforcing network that opens doors, validates pipeline, and shortens new logo sales cycles.
How:
Establish regular touchpoints with key stakeholders at existing accounts beyond renewal milestones. Identify expansion opportunities proactively and bring them to the appropriate internal team. Actively solicit reference and case study participation from satisfied customers and coordinate with marketing and PS to execute. For on-premise accounts not yet in a conversion conversation, build the relationship foundation that makes the migration discussion natural when the timing is right.
QualificationsWHAT YOU BRING
Enterprise Software Sales
Industry & Domain Knowledge
Skills & Approach
Standout Qualities
Actual offer within this range will be commensurate with experience, skills, and candidate location, alongside our evaluation of internal pay equity.
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