Enterprise Account Executive at Greenlight Financial Technology in Atlanta, GA

Job description

• Reporting to the Sales Director, you'll own a named account list with some of the country's largest banks and credit unions. These institutions know who we are as Greenlight is the market leader in a rapidly growing youth and family banking category. Many have been in conversation with us. What they need is someone who can reach the executives who own the P&L, build the business case in their numbers, and drive a seven-figure agreement to signature.
• You're also not starting from a blank page. We’ve spent 4 years building the enterprise playbook: the positioning, the business case, the deal motion. You'll run it, pressure-test it, and help shape where it goes next.
• Proof, not a pitch. ~6.5million consumers chose Greenlight directly, and many of the largest retail banks in the country already partner with us. You won't spend year one arguing that families want this or that institutions will buy it. They already have customers paying for it
• The company is investing here. Enterprise isn’t a side bet being run on limited resources. It’s a priority segment with executive attention, investment, and the resources to support it.
• Support without bureaucracy. You'll have BDR support, direct access to our Chief Commercial Officer and SVP of Partnerships, and product leadership in the room with you — without four layers of approval between you and a decision.
• Compensation designed to pay outsized for outsized results. Competitive base and OTE, RSUs, and uncapped commission with aggressive accelerators — including retroactive multipliers on your full year's production once you hit your number. Perform and this plan pays like it.

Responsibilities

• Own a named enterprise territory: build the account plans, set the strategy, and pursue multiple seven-figure opportunities in parallel
• Originate at the executive level through your own network, industry relationships, and prospecting, with BDR support extending your coverage
• Build the business case with retail and consumer banking, marketing, deposit, and product leaders: what a Greenlight partnership does for household acquisition, deposit growth, and retention
• Multithread the full buying committee — retail and consumer banking, deposits, product, digital, customer experience, and marketing — and hold those relationships across a long cycle
• Drive the back half of the deal. Navigating risk and vendor review, security diligence, legal redlines, and pricing approvals — while structuring and negotiating the multi-year, seven-figure agreement alongside legal and finance.
• Forecast with rigor and honesty, so the business can plan against your number
• Hand off cleanly to partner success, stay close through launch, and bring what you learn in the field back to product, leadership, and the playbook

Requirements

• 8+ years in quota-carrying B2B sales, including 3+ years closing complex, committee-driven deals into financial institutions
• Seven-figure TCV deals you have personally closed into heavily regulated buyers
• Consistent multi-year quota attainment built on repeatable wins, not a single outsized deal
• A meaningful share of your closed revenue personally sourced, and a clear story of how you did it
• Executive presence to earn and hold time with C-level and SVP-level buyers inside large institutions
• Experience navigating complex enterprise buying processes, including security, procurement, legal, and vendor review, and driving deals through to signature
• Experience selling into financial institutions is a plus, but not required.
• The ability to re-enter an account that already has history– restarting a relationship that stalled under someone else, at a higher altitude, and treating the prior engagement as intelligence
• Disciplined qualification and forecasting: MEDDPICC, Command of the Message, or your own equivalent
• A senior operator who partners well with support but doesn't wait on it. You know how to leverage support without waiting on it. At this level, the doors that matter open because of your credibility, judgment, and ability to create momentum.

Skills

Required

• Quota-carrying B2B sales
• Closing complex, committee-driven deals
• Executive presence
• Account planning and strategy
• Prospecting and networking
• Business case development
• Multithreading buying committees
• Negotiation and structuring agreements
• Forecasting with rigor and honesty
• Partnership and collaboration