Sales Executive - Due Diligence - Allocators

About the Role

SALES EXEC needed, remote anywhere in the USA with a strong preference for Boston or NYC areas (hybrid if so). Must have experience selling analytics, due diligence and/or GRC solutions to investment managers, allocators (most importantly) and asset owners. Base $140k - $160k plus $180k commission target uncapped.

Our client is the premier provider of cybersecurity software and solutions to the alternative investment industry. Their platform helps firms exceed and manage their governance, risk, and compliance (GRC) requirements while combatting sophisticated cyber threats and third-party risks.

They are hiring an exceptional Sales Executive responsible for generating new sales for their “Due Diligence-as-a-Service” (DDaaS) offering designed to make cyber DD more efficient, quickly generate meaningful insight into Manager risks, and easily evidence actions that Managers are taking to reduce cyber risks. This will include quickly understanding your prospects’ organizations, understanding the business stakeholders, strategic objectives, and operating procedures. You will use this knowledge to acquire new customers and ensure a smooth/seamless transition into the implementation process.

How You will Contribute:
• Identify targets and lead “discovery” calls and meetings with a range of allocator and asset owner sub-segments, especially alternative asset fund complexes (“allocators”), Sovereign Wealth Funds (SWFs), and any other institutional investors who exhibit above average allocations to illiquids/privates.
• With the CRO evaluate the firmographics and buying criteria to prioritize prospecting efforts to maximize pipeline build and probability of close.
• Develop qualifying criteria to gauge speed and depth of prospect interest in their solutions.
• Lead and manage the entire sales cycle with qualified prospects from first call through contract and pricing negotiations, explicitly supported by senior management, product specialists, legal, and their cyber advisory team. This includes mapping the decision-making unit (DMU) at the prospect.
• Develop and manage a large and diverse pipeline of opportunities to achieve quarterly goals.
• Collect prospect feedback to help inform their ongoing segment positioning, product roadmap, pricing, and marketing support.
• Partner with Sales Development Representatives to drive targeted lead generation campaigns
• Contribute to and shape the marketing strategies to maximize demand generation

Who You Are:
• 4+ years' prior relevant sales experience at SaaS software company with experience selling analytics, due diligence and/or GRC solutions to investment managers, allocators and asset owners.
• Proven track record of successfully closing deals valued at $200,000 or more.
• Outstanding communication and presentation skills.
• Ability to work in a highly collaborative environment to orchestrate resources in support of your prospecting efforts.
• Strong aptitude with the ability to develop a working knowledge of the Platform, the cyber/DD market and their customers' needs.
• Self-starter with proven listening skills.
• Strong ability to articulate contractual, business outcome, and financial value points to customers.
• Ability to travel 20% of the time.