About the job

The Account Executive is a high-leverage revenue generator crucial to Zone & Co’s growth across the APAC region. This role goes beyond meeting traditional quotas; it demands a strategic execution model to discover net-new opportunities and maximize client lifetime value within the rapidly evolving financial technology landscape. The role manages high-value client acquisitions and portfolio expansion, protecting the organization's market share by converting complex business challenges into durable revenue streams.

This position owns the full software sales lifecycle for both new and existing accounts within the APAC territory, reporting directly to the VP, APAC. The Account Executive acts as the central orchestrator across cross-functional squads, partnering daily with Zone Solution Consultants, Regional Marketing, and the Partner & Alliance ecosystem. The organizational scope requires navigating multi-tiered corporate structures to position ERP-native automation solutions directly to the Office of the CFO.

This role is distinctive for its positioning at the forefront of AI-driven financial transformation. Rather than executing commoditized SaaS transactions, this role leads complex, consultative sales cycles that fundamentally reshape how enterprise finance teams operate. It offers the opportunity to drive massive territory penetration by selling a highly differentiated, AI-powered platform to enterprise buyers navigating multi-jurisdictional compliance and financial scaling.

What you'll do

Drive ARR expansion by consistently meeting and exceeding monthly, quarterly, and annual revenue targets across new and existing client portfolios within the APAC territory.
Execute SaaS solution selling strategies, converting complex financial prospects into long-term partners using impactful value-based framework techniques.
Generate and manage a robust sales pipeline, independently qualifying new opportunities through targeted outbound execution, personal networks, and regional partner channels.
Orchestrate active deal cycles, meticulously managing a pipeline of 20–30 active engagements at any one time while maintaining the sales velocity required to close 10–15 transactions monthly.
Own the end-to-end sales lifecycle, leading initial executive discovery, establishing economic buyer alignment, and managing final commercial and contract negotiations.
Partner with Zone Solution Consultants to engineer highly tailored product demonstrations that align core NetSuite-native applications with specific prospect technical requirements.
Leverage AI-driven sales intelligence platforms (e.g., Gong, Salesforce Einstein) to analyze conversation signals, optimize deal execution patterns, and compress sales cycle duration.
Apply MEDDPICC qualification methodologies rigorously across all active opportunities, ensuring deep visibility into decision criteria, economic metrics, and paper processes.
Deliver precise monthly and quarterly revenue forecasting directly to the regional VP and Chief Revenue Officer (CRO), backed by data-driven pipeline metrics.
Maintain strict CRM hygiene within Salesforce (SFDC), continuously capturing stakeholder maps, pain points, and next steps to enable cross-functional visibility.

Additional duties & responsibilities

Align product solutions with complex, multi-level stakeholder business challenges, demonstrating a consultative approach to uncover hidden operational friction within the Finance C-Suite.
Collaborate with Partner & Alliance teams to nurture regional partner ecosystems, broadening market reach and accelerating co-selling opportunities.
Foster cross-functional feedback loops with Product and Engineering squads, serving as the voice of the customer to influence the platform's localization roadmap.
Utilize the broader sales tech stack (lead generation tools, intent data analytics, and market intelligence) to systematically penetrate high-value target accounts.
Ensure strict adherence to regulatory standards and internal corporate compliance frameworks across all sales engagements and contract executions.
Coordinate with Professional Services early in the deal cycle to ensure accurate scoping and a seamless onboarding transition for new clients.
Navigate complex organizational politics within mid-market and enterprise targets, systematically identifying and coaching internal product champions.
Mitigate deal risk by identifying downstream blockers, legal hurdles, or security reviews early in the evaluation process.
Develop tailored business cases and ROI models that contrast the cost of manual financial processes against the efficiency gains of Zone's AI platform.
Contribute to regional sales team enablement, sharing winning plays, competitive insights, and localized market knowledge.
Own and deliver against OKRs and KPIs with accountability for outcomes, quality, and timelines while proactively identifying and resolving blockers.
Create and maintain clear documentation, communicate consistently across async and live channels, and surface risks early to enable alignment and scale.
Collaborate cross-functionally across regions, contribute to company initiatives, and continuously improve processes, efficiency, and ways of working.

What you'll need

5+ years of experience exceeding net-new and expansion annual ARR quotas of $1.0M+ within a fast-growing SaaS software organization, specifically targeting mid-market or enterprise accounts.
Demonstrated success selling directly to the Office of the CFO and Finance C-Suite executives.
Deep operational mastery of the MEDDPICC qualification methodology and a history of utilizing structured sales processes to navigate complex cycles.
Proven track record of direct pipeline generation, showing the ability to build sustainable coverage independent of inbound marketing support.
Expertise in aligning technology solutions to complex, multi-stakeholder business problems involving automated financial workflows, compliance, or billing structures.
Proven effectiveness in fully remote, asynchronous, globally distributed environments with high autonomy, strong time management, and disciplined self-direction.
Exceptional communication and collaboration skills with fluency in tools such as Slack and Zoom, ability to influence cross-functionally, and experience working across cultures and time zones.
Ability to execute in fast-paced, ambiguous, high-growth environments with strong judgment, data-driven decision-making, KPI ownership, and adherence to global compliance standards including GDPR.
Willingness to travel as required for critical client meetings, regional evaluation cycles, and key industry events.

Preferred

Direct experience within the Oracle NetSuite ecosystem or selling adjacent financial technology solutions (e.g., billing, revenue recognition, treasury, payroll management, or AP automation).
Existing network of finance executive contacts within the APAC corporate landscape.
Experience utilizing Gong, Salesforce, and advanced market intelligence platforms to optimize daily sales execution.

Account Executive