Full-Time Account Executive

The Opportunity

Cash flow is the toughest financial statement to understand but it’s fundamental to funding your own growth. We build the most intuitive and actionable tools for companies to optimize cash flow performance. Our platform analyzes billions of dollars of B2B transactions each year, users spend 70% of their workday in Tesorio, and we save finance teams thousands of hours. As a result, they can invest more confidently and anticipate their capital needs further in advance. 

Our Connected Finance Operations platform is a leader in the market. We were named to the Top 50 Accounting & Finance Tools by G2 for 2022, 2023 & 2024 and we were selected for the Intelligent Applications Top 40 by leading VCs and Goldman Sachs. Our customers are proud to say they partner with Tesorio. We’re growing quickly and working with the world’s best companies, like Bank of America, Coupa, Twilio, Box, and Plaid.

We are well-funded and backed by top investors including Madrona, First Round Capital, Y Combinator, Workday Ventures, Floodgate, and BAMCAP. We’re also backed by tenured finance execs, including the former CFOs of Oracle and NetSuite. 

To accelerate our growth trajectory, Tesorio is looking for a high-powered Account Executive (AE). 2023 was a record-setting year and we are looking to make a strategic sales hire to further accelerate our growth. This is an exciting opportunity for someone with 7+ years selling experience to be part of a leading Financial Technology software-as-a-service (SaaS) business.

The Right Candidate Will:

Excel working independently in a remote environment & have an entrepreneurial mindset

Have knowledge of Finance & Accounting - specifically, the order to cash process and understand the various cash inflows & outflows of a business and how that impacts a cash forecast

Demonstrated success establishing credibility & running meetings with individuals in the C-Suite of Mid-Market & Enterprise businesses

Experience evangelizing the problem & end-state/vision of around Connected Finance Operations along with ROI & Value selling

Natural ability to lead a discovery/business discussion to uncover “above the noise” pain & qualify an opportunity

Proven success building champions, navigating economic buyers & getting to the pain/problem/initiative

Have experience developing and successfully executing against a territory plan for net new logo revenue

Create a self-sourced pipeline that accounts for 30-40% of your overall pipeline. Activities include but not limited to: cold calls, emails, social selling, events, etc from a large territory & TAM

Manage the end-to-end sales process while working cross-functionally with Customer Success Managers, Sales Engineers, C-level Executives, champions, economic buyers, etc. Convey & understand a sales process

Demonstrated ability to drive urgency within a sales cycle

Comfortable selling one new logo a month on average - demonstrated success balancing a Mid-Market sales motion versus an Enterprise sales motion

Strive to continuously improve your sales process and demonstrate a willingness to learn and implement best practices

Evangelize Tesorio’s pillars and values through all internal & external communications

Top characteristics and traits for a successful AE:

Proven track record of consistently exceeding quota & being a top performer

7+ years of experience as a quota-carrying sales representative and sales prospecting experience in a start-up environment

Natural curiosity, highly adaptable & can think on your toes - comfortable quickly adopting new messaging, new products, AI enhancements, etc

Genuine customer empathy

Ability to drive urgency internally and externally

Organized and strong time management skills

Excellent written & verbal communication

A thirst for knowledge and growth in a start-up environment

A sense of persistence

Experience using Sales Enablement Tools: SFDC, Outreach, ZoomInfo, LinkedIn Sales Navigator, Phone Dialer Technology

Experience with selling Financial Technology Solutions in the ERP/billing space

A bachelor's degree is required, ideally in accounting, finance or economics