Account Executive (AE)

The Opportunity
We’re looking for an Account Executive who thrives at the intersection of outbound engagement, relationship building, and revenue generation. The primary responsibility of this role is to create and advance qualified sales opportunities by identifying prospective clients, conducting structured discovery, nurturing relationships, and driving pipeline momentum. This role owns a defined territory and is accountable for building both new logo opportunities and expanding existing client relationships. Because we are a growth-oriented organization, this role requires both disciplined execution and strategic thinking; balancing daily outreach activity with long-term relationship development and cross-sell identification. This role reports directly to the Sales Manager. 

Key Responsibilities
 Territory Ownership & Pipeline Development 
Own a defined territory of prospective and existing client opportunities 
Consistently generate and advance qualified opportunities aligned to revenue goals 
Build and maintain a healthy sales pipeline 
Identify cross-sell and expansion opportunities within existing relationships 
Lead Generation & Qualification 
Identify and research prospective clients in target markets 
Conduct structured discovery and solution fit meetings to assess fit (budget, authority, need, timing) 
Present OptimaFI's value proposition in early-stage conversations 
Engage Subject Matter Experts (SMEs) when deeper technical support is needed 
Outreach & Engagement 
Proactively engage prospects through calls, email, and social selling 
Deliver clear, solution-oriented messaging tailored to client needs 
Secure meetings and progress opportunities through early buying stages 
Sales Execution & Deal Advancement 
Deliver presentations and coordinate proposal development 
Address objections and support negotiations within approved parameters 
Advance deals toward close and support renewal conversations when applicable 
CRM & Process Discipline 
Maintain accurate opportunity records and pipeline updates in Salesforce 
Ensure visibility into activity, forecasting, and territory performance 
Collaboration & Continuous Learning 
Partner closely with Sales, Marketing, Product, and Customer Support 
Share market feedback to improve positioning and messaging 
Continuously deepen understanding of OptimaFI’s products and services 
Preferred Qualifications
4–8 years of full-cycle closing experience with a track record of hitting or exceeding quota in a mid-market B2B environment
A proven self-sourcer: You've built pipeline from scratch, not inherited a territory or relied on inbound leads to hit your number
Fintech, payments, lending, or adjacent SaaS background: You understand how financial services buyers think and buy
Builder mentality: You've operated in an evolving or ambiguous environment and created structure rather than waited for it
Disciplined in process: Salesforce hygiene, pipeline visibility, and forecasting accuracy are habits, not afterthoughts
Low ego, high ownership: You take accountability for outcomes, collaborate without friction, and don't need the spotlight to stay motivated
Clear, confident communicator: Comfortable engaging executive stakeholders and tailoring your message to the buyer, not the script
You'll Thrive in This Role If You:
Lead with curiosity and ask thoughtful discovery questions 
Are energized by proactive outreach and relationship building 
Balance persistence with professionalism 
Communicate clearly and confidently with executive stakeholders 
Think strategically about territory growth, not just individual deals 
Operate with resilience, organization, and strong time management 
Take pride in exceeding targets and owning results

Why OptimaFI
You will have the opportunity to influence the future of a growing company serving a deeply meaningful customer base. If you’re motivated by results, not title, and you know how to make a small team feel 10X bigger, let's talk.
We offer:
Competitive salary plus profit sharing.
Medical, dental and vision coverage plus Flexible PTO, 401(k) match, and WFH stipend.
Full ownership of the People roadmap—no legacy bureaucracy.
A leadership team that values straight talk and rapid experimentation.
The chance to shape a culture that helps community financial institutions - and your own career – thrive.

The annual base salary range for this role is $70,000 – $85,000. This range represents base salary only. In addition to base salary, this role is commission eligible.
 
We are committed to equitable and transparent compensation practices. Our ranges are informed by market data and reflect the dynamic nature of today’s labor market. Final compensation will be determined based on factors such as experience, skills and location.
*Eligible Remote Locations: AL, AR, AZ, CT, FL, GA, IL, KY, MA, MI, MO, MS, NC, OH, OR, PA, TN, TX, UT, VA, and WI