Account Executive

About the Job:

The Account Executive is a high-leverage revenue generator crucial to Zone & Co’s growth across the APAC region. This role goes beyond meeting traditional quotas; it demands a strategic execution model to discover net-new opportunities and maximize client lifetime value within the rapidly evolving financial technology landscape. The role manages high-value client acquisitions and portfolio expansion, protecting the organization's market share by converting complex business challenges into durable revenue streams.

This position owns the full software sales lifecycle for both new and existing accounts within the APAC territory, reporting directly to the VP, APAC. The Account Executive acts as the central orchestrator across cross-functional squads, partnering daily with Zone Solution Consultants, Regional Marketing, and the Partner & Alliance ecosystem. The organizational scope requires navigating multi-tiered corporate structures to position ERP-native automation solutions directly to the Office of the CFO.

This role is distinctive for its positioning at the forefront of AI-driven financial transformation. Rather than executing commoditized SaaS transactions, this role leads complex, consultative sales cycles that fundamentally reshape how enterprise finance teams operate. It offers the opportunity to drive massive territory penetration by selling a highly differentiated, AI-powered platform to enterprise buyers navigating multi-jurisdictional compliance and financial scaling.

What You'll Do:

• Drives ARR expansion by consistently meeting and exceeding monthly, quarterly, and annual revenue targets across new and existing client portfolios within the APAC territory.
• Executes SaaS solution selling strategies, converting complex financial prospects into long-term partners using impactful value-based framework techniques.
• Generates and manages a robust sales pipeline, independently qualifying new opportunities through targeted outbound execution, personal networks, and regional partner channels.
• Orchestrates active deal cycles, meticulously managing a pipeline of 20-30 active engagements at any one time while maintaining the sales velocity required to close 10-15 transactions monthly.
• Owns the end-to-end sales lifecycle, leading initial executive discovery, establishing economic buyer alignment, and managing final commercial and contract negotiations.
• Partners with Zone Solution Consultants to engineer highly tailored product demonstrations that align core NetSuite-native applications with specific prospect technical requirements.
• Leverages AI-driven sales intelligence platforms (e.g., Gong, Salesforce Einstein) to analyze conversation signals, optimize deal execution patterns, and compress sales cycle duration.
• Applies MEDDPICC qualification methodologies rigorously across all active opportunities, ensuring deep visibility into decision criteria, economic metrics, and paper processes.
• Delivers precise monthly and quarterly revenue forecasting directly to the regional VP and Chief Revenue Officer (CRO), backed by data-driven pipeline metrics.
• Maintains strict CRM hygiene within Salesforce (SFDC), continuously capturing stakeholder maps, pain points, and next steps to enable cross-functional visibility.

Additional Duties & Responsibilities:

• Aligns product solutions with complex, multi-level stakeholder business challenges, demonstrating a consultative approach to uncover hidden operational friction within the Finance C-Suite.
• Collaborates with Partner & Alliance teams to nurture regional partner ecosystems, broadening market reach and accelerating co-selling opportunities.
• Fosters cross-functional feedback loops with Product and Engineering squads, serving as the voice of the customer to influence the platform's localization roadmap.
• Utilizes the broader sales tech stack (lead generation tools, intent data analytics, and market intelligence) to systematically penetrate high-value target accounts.
• Ensures strict adherence to regulatory standards and internal corporate compliance frameworks across all sales engagements and contract executions.
• Coordinates with Professional Services early in the deal cycle to ensure accurate scoping and a seamless onboarding transition for new clients.
• Navigates complex organizational politics within mid-market and enterprise targets, systematically identifying and coaching internal product champions.
• Mitigates deal risk by identifying downstream blockers, legal hurdles, or security reviews early in the evaluation process.
• Develops tailored business cases and ROI models that contrast the cost of manual financial processes against the efficiency gains of Zone's AI platform.
• Contributes to regional sales team enablement, sharing winning plays, competitive insights, and localized market knowledge.
• Owns and delivers against OKRs and KPIs with accountability for outcomes, quality, and timelines while proactively identifying and resolving blockers.
• Creates and maintains clear documentation, communicates consistently across async and live channels, and surfaces risks early to enable alignment and scale.
• Collaborates cross-functionally across regions, contribute to company initiatives, and continuously improve processes, efficiency, and ways of working.

What You'll Need: