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Strategic Account Executive (West)

May 27, 2026

Who We AreHaving surpassed $300M ARR and continuing to grow, Optro is the leading audit, risk, ESG, and InfoSec platform on the market. More than 50% of the Fortune 500, including 7 of the Fortune 10, leverage our award-winning technology to move their businesses forward with greater clarity and agility. And our customers love us: Optro is top-rated on <a target="_blank" rel="noopener noreferrer nofollow" href="http://G2.com">G2.com</a> and Gartner Peer Insights. At Optro, we inspire each other to innovate and are proud of what we are producing. We spend each day thinking of new ways to help our customers and contribute to the greater good of our company and our surrounding communities. We are all about assisting each other and breaking through barriers to create the most loved audit, risk, ESG, and InfoSec platform by our customers. This is how we have become one of the 500 fastest-growing tech companies in North America for the seventh year in a row, as ranked by Deloitte! Why This Role is ExcitingWe are seeking a highly motivated, results-driven Strategic Account Executive to join our growing team at Optro. In this role, you will focus on managing and expanding relationships with our most influential, high-revenue clients—accounts with $15B+ in revenue. These strategic accounts represent the pinnacle of our existing customer base, as well as new customer pursuits, and you will be at the forefront of driving and fostering meaningful growth and long-term partnerships.You’ll own a dedicated territory of named accounts, working closely with cross-functional teams—including CS, Alliances, Product, and Engineering — to execute strategic sales motions that align with our clients’ evolving business needs. Your role will span across new business and high-touch expansions (cross-sell & upsell), ensuring our strategic accounts are empowered with the solutions and support they need to thrive.With a focus on Total Addressable ARR (TAM) and premium support, you will have the opportunity to strategically craft and execute a solution-centric sales approach, collaborating with advisory firms and key decision-makers to identify and drive impactful integrations. As a trusted advisor, you'll play a key role in shaping the evolution of our product offering in line with the needs of the largest and most complex accounts in our portfolio.Key ResponsibilitiesAs a Strategic Account Executive, you will be responsible for selling Optro products to both large publicly traded and private organizations. <ul style="min-height:1.5em"><li>Execute full-cycle sales, including territory planning, pipeline generation, and progressing sales opportunities to close – we are in search of dynamic and ambitious sales achievers who can build and maintain a viable pipeline </li><li>Expanding business opportunities in existing + new customer accounts within your assigned territory – this role will have a split of cross-sell/up-sell and net new business acquisition</li><li>Develop multi-year account plans, territory plans, and tailored strategies to position AuditBoard’s multi-pillar platform sales across multiple business units and economic buyers</li><li>Build trusted relationships with CxOs by deeply understanding their priorities and delivering solutions that align with their strategic objectives. Collaborate with CCOs, CAOs, CFOs, CIOs, CTOs, EVPs, and SVPs to develop tailored solutions that meet their specific needs</li><li>Identify prospective customers' pain points, educate them on AuditBoard’s value, highlight our differentiators, effectively demo the product via video conference / onsite, and guide prospects through the sales process with 25%-30% travel, including client and partner meetings as well as events and conferences </li><li>Co-create a solution and business case to enable stakeholders across the business to advocate for and adopt Auditboard into their organization</li><li>Work closely with SDRs, Product Solutions (SEs), and Value Architects to achieve sales goals and partner with Implementation and Customer Success teams to support and set expectations for customers</li><li>Develop the partner ecosystem (Big 4 Accounting and boutique firms) to aid in business development efforts</li></ul>Attributes for a Successful Candidate<ul style="min-height:1.5em"><li>7+ years of sales experience with at least 4 years selling enterprise/B2B SaaS solutions in a high-growth or dynamic sales environment </li><li>Ranked among the top salespeople in your recent roles with a consistent track record of exceeding quarterly and annual quotas that reach above $1.3M-$1.7M</li><li>Strong experience managing deal sizes of $100k-1M+ ARR with a strong ability to align with the segment’s buying processes and stakeholder dynamics</li><li>Proven ability to successfully navigate complex SaaS deals and articulate the distinct aspects of products and services, engage multiple stakeholders effectively , and position them against competitors</li><li>Experience leveraging cross-functional teams - Customer Success, Solution Engineering, Renewals - to drive customer satisfaction and expansion across large enterprises</li><li>Strong executive presence with the ability to build trusted relationships at the C-Suite level. </li><li>Experience within regulated industries, and navigating legal negotiations a plus</li><li>Skilled in utilizing MEDDICC/MEDDPICC sales qualification framework </li><li>Adaptable and growth mindset; committed to continuous improvement; driven by knowledge and team success</li><li>Excellent listening, responsiveness, and presentation skills</li><li>Must be able to work in a fast-paced and rapidly changing environment</li><li>Bachelor’s degree or equivalent experience required</li></ul>Perks (United States)<ul style="min-height:1.5em"><li>Launch a career at one of the fastest-growing SaaS companies in North America and EMEA!</li><li>Live your best life (LYBL)! $200/mo for anything that enhances your life</li><li>Comprehensive employee health coverage</li><li>401(k) with company match</li><li>Competitive compensation & bonus program</li><li>Flexible vacation (exempt) / Accrued vacation (non-exempt)</li><li>Time off for your birthday & volunteering</li><li>Employee resource groups</li><li>Opportunities for team and company-wide get-togethers!</li><li>Parental Leave</li></ul>*perks may vary based on eligibility/locationOur Company Values<ul style="min-height:1.5em"><li>Customer obsession: It starts and ends here. Consistently ask yourself how what you’re doing creates value for our customers. It’s a mindset.</li><li>Gritty resilience: Make it happen. Find a way. Move fast, stay positive, and do what it takes.</li><li>Drive innovation: Create the future. Continuously improve what exists and invent what’s next.</li><li>Win, together: One team. No silos, no egos. Drive to be the best and support each other’s success.</li><li>Growth mindset: 10x, not 10%. Think in orders of magnitude, not increments. Seek feedback, learn, and improve. </li></ul> Please note that background checks are required. Qualified Applicants with arrest or conviction records will be considered for Employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. This role may have access to highly sensitive data, including employee data, customer data, company financials, and proprietary product information. We love building strong partnerships, but please note that Optro cannot accept unsolicited resumes from agencies. Any submissions without a signed agreement in place will not create a fee obligation. #LI-Remote

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...