Senior Enterprise Account Executive (UK-Based)

As a fintech company with a vast addressable market, we empower our employees to be thought leaders as they navigate various customer problems – whether those are internal or external – and be challenged to develop solutions that create positive impact for our business. RapidRatings is actively looking for a proven Senior Account Executive (AE) to join our exceptional Sales team and expand our GTM presence in North America.

The mission of the Senior Account Executive is to help create enterprise value for each customer through the deployment of our predictive analytics and financial risk reporting systems. This role has 3 core areas of responsibility:

Closing qualified opportunities with high rates of conversion to achieve quarterly and annual quota targets;

Progressing pipeline to align business cases with buying cycles with the sales EQ necessary to both rigorously qualify and disqualify opportunities; and

Consistently building new pipeline to replace those won or lost.

Sucess in these three areas requires a proactive and entrepreneurial mindset to engage with potential customers across all channels. It also relies heavily on keen discovery skills to identify leads with potential business problems that we can solve, as well as effective communication to align multiple stakeholders with a problem that can be solved through RapidRatings’ capabilities and value-drive sales process.

A successful Senior Account Executive at RapidRatings never stops selling; top reps consistently sell through the first deal to help ensure value delivery after getting the first contract in the door, and drives towards significant Enterprise Growth after adoption is complete. While this is just one dimension of the overall role for a Senior Account Executive, it is an important element that requires experience in project management and cross-functional leadership to drive growth.

The ideal candidate draws from experience in the Supply Chain, Third Party Risk, Credit Risk or Risk Management fields. These industries are experiencing dynamic change as the risk management disciplines grow and companies face economic, operational, regulatory, and capital challenges. Challenges of this kind bring opportunities, and RapidRatings is critical in guiding the world's leading corporations and financial institutions towards proactively managing these risks, all while creating resilience and business opportunities in the process.

All Account Executives are expected to apply a consultative approach to navigate the sales process and help potential customers with identifying the business gaps in the current state of their risk management programs, which can later be solved with RapidRatings’ solution. Sales cycles, depending on the deal, can move as quickly as 30-90 days for wins focused on mid-market accounts or “land and expand” strategies, whereas larger enterprise deals will often take 6-9 months to align with timelines of procurement budget/buying cycles.

How should I think about allocation of my time in this role? 

Closing New Business (40%)

Opportunity Development & Management (40%)

Prospecting & Building Pipeline (10%)

Strategic Account Expansion (5%)

Salesforce & Data Management (5%)

Expectations of Sales Activity

Strategically manage a US regional territory of 100 named Enterprise Target Accounts aligned with our ICP, and deploy a lead-generation strategy focused on sourcing new opportunities accounts

Work with assigned Business Development Representative (BDR) to create a support plan for conducting outreach to designated high-value accounts within assigned territory

Focus on activity rate – number of new connections, first calls, meetings all maintained in Salesforce

Consistently achieve quarterly and annual sales quota objectives

Manage pipeline and opportunity stages to be consistent at all times with RR Sales Policy

Continuous learning to always improve selling tactics and strategies to increase win %

What would make you successful?  

Experience in Enterprise SaaS, Software Sales or Technology with an understanding MEDDPIC principles, and/or Solution Selling Methodology

Challenger mindset and approach to sales

Experience in credit, financial risk, or third part risk more broadly

Demonstrated sales process and high IQ/EQ to determine “fit” with potential buyers to ensure sales efficiency

Cross-functional experience to work with partners and internals teams to drive opportunities and win deals

Proven selling success of meeting or exceeding quotas and goals

Strong desire to learn and earn in a fast-paced environment

Professional presence as well as outstanding interpersonal, verbal, written communication and negotiating skills

Demonstrable understanding of B2B sales process

Experience with Salesforce, Outreach, Gong, ZoomInfo, LinkedIn Sales Navigator

Bachelor’s Degree in Business, Marketing or related field or relevant work experience

Willingness to travel 50% of the time

*Salary - £110,000 - £150,000 base*

Why join RapidRatings?

Here at RapidRatings we foster an environment where employees feel recognized for their contributions, appreciated for their individuality, and empowered to do their best. We know that bringing together employees with different backgrounds, perspectives and experiences sparks innovation, promotes better decision making and yields the creative problem solving that’s critical to our long-term success. We offer an attractive benefits package with bonus, flexible work environment, self-managed PTO, and much more. With us, you are not just a number – we value people who are working hard and strive to make a real difference. Join our team to be a part of an industry-changing company and drive your career in the right direction.

Would you like to know more about us and RapidRatings? 

Head over to our website: https://www.rapidratings.com

*RapidRatings International Inc. (“RapidRatings”) is proud to be an Equal Opportunity Employer. We do not discriminate based upon race, religion, color, national origin, sex, sexual orientation, gender identity, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. We may access publicly available information as part of RapidRatings review of your application. This online application feature is hosted in the United States by RapidRatings, Inc., and we may process your application and information relating to you in the United States, Ireland and other RapidRatings locations, as we deem appropriate under the circumstances. By submitting your application information, you are agreeing to the terms above. All resumes for RapidRatings positions must be submitted in English unless otherwise noted on the job description.”