Account Executive - Zone & Co

Zone & Company Software Consulting LLC ("Zone") is the ERP-native AI platform for financial operations, purpose-built for organizations running on Oracle NetSuite. We are redefining how finance teams operate by delivering an AI-powered system that automates, connects, and scales financial workflows directly within the ERP.

As the AI operating system for finance teams in NetSuite, Zone enables more than 4,500 customers worldwide to run smarter, faster, and with greater accuracy. Our platform spans the full financial lifecycle, including Quote-to-Cash, Procure-to-Pay, Treasury, Payroll Management, and Record-to-Report, eliminating manual processes and unlocking real-time financial intelligence.

About the Role

Zone & Co is looking for a high-velocity Account Executive to sell finance automation solutions to the Office of the CFO. We move fast, set ambitious goals, and expect our team to deliver. Our targets are designed to be achievable, and we're looking for disciplined, driven sellers who know how to manage a pipeline, maintain deal momentum, and consistently convert opportunities into closed business.

You'll own pipeline generation through strategic outbound prospecting, complemented by additional opportunities from our partner ecosystem and marketing team.

If you thrive in a fast-paced sales environment, are comfortable navigating short sales cycles, bring rigor to your MEDDPICC process, and enjoy building relationships face-to-face with partners and customers, this could be the opportunity for you. You'll also have the chance to develop deep expertise across a broad and growing product portfolio in a dynamic, expanding market.

What You'll Do

• Own a net new number: Win new logos across a defined EMEA territory against an annual ARR target, measured monthly and quarterly.
• Build your own pipeline: Outbound is part of the job every week—calls, sequences, LinkedIn, and your own network. Partner and marketing leads are a bonus, not the main plan.
• Get out there: Travel to partner offices, industry events, and customer meetings. Face time with partners and clients is key.
• Work the partner ecosystem: Build trusted relationships with implementation and referral partners so they bring you in early and back you to close.
• Run a high-velocity motion: Manage 30+ active opportunities at once and close 10–15 deals a month, from first call through pricing, paper process, and signature.
• Sell with discipline: Use MEDDPICC on every deal—find the pain, the metrics, and the economic buyer, build a champion, and run a clear close plan with a next step every time.
• Sell the whole journey: Connect customer pain with finance solutions to turn vision into bigger, multi-product wins.
• Partner with Solution Consulting: Bring in SCs at the right moment for sharp, tailored demos on larger deals.
• Forecast accurately: Keep Salesforce clean and call your number with confidence every week.

What Success Looks Like

• You consistently hit, and regularly beat, your monthly and quarterly ARR targets.
• Your pipeline is a healthy mix of self-sourced and partner-sourced opportunities from relationships you've built.
• Partners know you by name and bring you into their deals early.
• Your deals are MEDDPICC-complete, your forecast is reliable, and your average deal size grows as you sell more of the platform.

What You'll Bring

• 5+ years closing net new SaaS business, with a proven track record of hitting and overachieving ARR targets in a fast-paced, transactional, or mid-market motion.
• Consistent outbound habits: You prospect daily and take pride in self-sourced pipeline.
• Strong MEDDPICC (or MEDDIC) execution: Practical, daily application of the framework.
• Commercial acumen: Clear understanding of ROI, pricing, and negotiation, with the ability to discuss value with finance leaders and CFOs.
• Domain experience: Experience selling to the Office of the CFO (AP Automation, Procure-to-Pay, billing, payments, or order-to-cash) is a major plus. NetSuite ecosystem experience is a bonus.
• Diligence & organization: Ability to manage a high-volume pipeline without dropping key details.
• Continuous learner mindset: Ability to master new products quickly as our product set grows.
• Willingness to travel: Comfortable traveling to partner sites, events, and client meetings across the UK and EMEA.
• Tool fluency: Confident with Salesforce, Gong, modern sales stack tools, and AI tools like Clay and Claude.