Account Executive

About the Role

This is a full-cycle Account Executive role at a Series B AI-powered fraud detection company serving fintechs and financial institutions. The business has strong inbound momentum and a proven customer base, and the incoming AE will help move an active pipeline forward, close net new business, and over time build their own pipeline alongside a lean, collaborative go-to-market team. The CEO is hands-on in deal reviews and will step into meetings when needed, and the broader team including engineering participates actively in demos and pilots. Quota for this role is approximately $800K annually, and the current AE is hitting and exceeding his number.

The ideal candidate is a relationship-first seller who knows how to earn trust with risk-averse, multi-stakeholder buyers and has the resilience to work longer deal cycles without losing momentum. They come from a B2B SaaS background, ideally at a startup or growth-stage company (seed through Series C), understand the fintech or financial services landscape, and are genuinely curious about or motivated by the fraud space. They do not need to be deeply technical, but they should be bought into what they are selling. Soft skills matter enormously here: executive presence, patience, and a true winning mentality are what will set the right person apart.

Key Responsibilities

1. Own the full sales cycle from prospecting and discovery through demo, pilot, negotiation, and close with fintech and financial institution prospects
2. Manage inbound pipeline rotation while proactively building your own outbound pipeline over time as the team scales
3. Build trusted, multi-threaded relationships with senior decision-makers across risk, fraud, and operations functions
4. Maintain a strong, accurate pipeline in Salesforce and participate in weekly deal review meetings with leadership
5. Collaborate cross-functionally with marketing, biz ops, and engineering to move deals forward and support pilot-to-close conversions
6. Represent the company at industry events and conferences to generate awareness and sourced pipeline
7. Bring a scrappy, process-building mindset to help define and improve how the sales motion works as the team grows

Required Skills & Experience

• 2 to 4 years of full-cycle B2B SaaS sales experience with a track record of hitting or exceeding quota
• Experience selling into fintech, financial services, or adjacent regulated industries
• Demonstrated ability to build trust with risk-averse, senior stakeholders across complex, multi-threaded deals
• Comfort working in a lean startup environment where process is still being built and adaptability is essential
• Background at a startup or growth-stage company, ideally seed through Series C
• Proficiency with Salesforce or a comparable CRM
• Prior deal sizes in the $30K to $50K+ range as a starting benchmark

Preferred Skills

• Genuine interest in or familiarity with the fraud detection, compliance, or risk space
• Experience managing or closing pilot-based sales motions
• Exposure to Unify or similar outbound tooling and AI-assisted sales workflows
• History of promotions or demonstrated quota attainment visible in prior roles