Senior Account Executive, Billing - 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

Reporting to the Regional VP of Sales, the Senior Account Executive is responsible for driving enterprise growth within Zone & Co's Billing Segment— a mission-critical revenue and billing automation platform sold into complex, multi-stakeholder organizations. This is not a transactional sales role. It requires the discipline to manage 6-12+ month sales cycles, the sophistication to run structured discovery across finance, IT, and operations stakeholders, and the credibility to build and defend a business case that survives procurement, security review, and legal negotiation.

This position owns a portfolio of large, technically nuanced opportunities — typically $200K-$1M+ in ACV — and is responsible for multi-threading relationships across the C-suite, including CFOs, VPs of Finance, Controllers, and Revenue Operations leaders.

What You’d Do

• Own and exceed annual recurring revenue (ARR) targets by managing a portfolio of enterprise opportunities ranging from $200K–$1M+ ACV across 6–12+ month sales cycles.
• Lead complex, multi-threaded enterprise sales campaigns by building relationships with executive buyers, technical evaluators, and key business stakeholders.
• Conduct consultative discovery to understand customers' operational, financial, and technical challenges related to billing, revenue recognition, and financial operations.
• Build compelling business cases and ROI models that resonate with CFOs, finance leaders, procurement teams, and executive decision-makers.
• Manage the entire enterprise sales cycle—from executive engagement and solution validation through security reviews, procurement, legal negotiations, and contract execution.
• Partner with Solution Consultants to deliver tailored product demonstrations and proof-of-concepts.
• Navigate procurement, RFPs, security reviews, and contract negotiations while collaborating closely with Legal, Finance, and Deal Desk teams.
• Apply a structured sales methodology (such as MEDDPICC) to qualify opportunities, manage deal strategy, and drive complex opportunities to close.
• Develop and execute strategic account plans, including stakeholder mapping, competitive positioning, and multi-quarter pipeline planning.
• Maintain accurate pipeline visibility, forecasting, and CRM hygiene in Salesforce.
• Partner with Alliance and Partner teams to leverage systems integrators, ERP partners, and consulting firms.

What You’ll Need

• Bachelor's degree in Business, Finance, or a related field.
• 5+ years of success exceeding $1M+ net-new ARR quotas in enterprise SaaS sales.
• Proven experience managing 6–12+ month enterprise sales cycles involving complex, multi-stakeholder deals valued between $200K and $1M+ ACV.
• Experience selling into the Office of the CFO, preferably with solutions related to billing, subscription management, revenue recognition, payments, ERP, or financial operations.
• Demonstrated success engaging executive buyers, including CFOs, VPs of Finance, Controllers, and Revenue Operations leaders.
• Expertise using MEDDPICC (or a comparable enterprise sales methodology).
• Experience navigating enterprise procurement processes, RFPs, security reviews, and legal contract negotiations.
• Strong ability to develop and defend ROI-driven business cases for mission-critical enterprise software investments.
• Experience using Salesforce (SFDC), Gong, and other enterprise sales enablement tools.
• Willingness to travel for executive meetings, customer visits, and industry events.