What are the responsibilities and job description for the Enterprise Account Executive — SaaS Capital Planning Solutions position at Finario?
About Finario
Finario is the SaaS solution for Capex. Leaders across Finance, Engineering, Operations, and IT at large industrial enterprises use our platform to prioritize capital projects, run multi-year capital plans, and track projects from approval through closeout. Our customers are global companies with $1B in revenue and serious capital project portfolios to manage. We're a profitable, founder-led company with an established customer base, durable recurring revenue, and a proven sales motion.
The role
You'll carry an enterprise quota selling Finario into a three-legged buying committee: Finance owns the budget (CFO, VP Finance, FP&A), Engineering and Operations own the projects (VP Engineering, VP Operations, Capital Projects leadership, plant and facilities heads), and IT owns the deployment. Most enterprise deals at Finario involve all three. The AE who can navigate that conversation — sometimes leading with Finance, sometimes with the operating side, sometimes with IT, depending on where the pain lives — wins.
Average deal is six-figure ARR; cycles run 3-9 months. You'll report to the head of sales and be supported by a sales engineer on demos and technical questions and a customer-success team on accounts, with direct access to the product team when a deep question comes up.
What you'll do
Base uncapped commission, OTE $250,000 /-. Healthcare, 401(k). Commission paid on new ARR and on expansion.
Finario is the SaaS solution for Capex. Leaders across Finance, Engineering, Operations, and IT at large industrial enterprises use our platform to prioritize capital projects, run multi-year capital plans, and track projects from approval through closeout. Our customers are global companies with $1B in revenue and serious capital project portfolios to manage. We're a profitable, founder-led company with an established customer base, durable recurring revenue, and a proven sales motion.
The role
You'll carry an enterprise quota selling Finario into a three-legged buying committee: Finance owns the budget (CFO, VP Finance, FP&A), Engineering and Operations own the projects (VP Engineering, VP Operations, Capital Projects leadership, plant and facilities heads), and IT owns the deployment. Most enterprise deals at Finario involve all three. The AE who can navigate that conversation — sometimes leading with Finance, sometimes with the operating side, sometimes with IT, depending on where the pain lives — wins.
Average deal is six-figure ARR; cycles run 3-9 months. You'll report to the head of sales and be supported by a sales engineer on demos and technical questions and a customer-success team on accounts, with direct access to the product team when a deep question comes up.
What you'll do
- Run the full sales cycle — prospecting, discovery, demo (with your SE), business case, procurement and security, negotiation, close
- Build your own pipeline alongside marketing's; outbound is part of the job
- Lead a multi-stakeholder sale — you'll be in rooms with Finance one week and operating execs the next, and need to be credible in both
- Own the customer relationship through renewal and expansion — Finario customers stay for years and grow
- Travel to customer sites as needed (~25%)
- 3-7 years carrying quota in enterprise SaaS, with personally closed six-figure ARR deals
- Software sales experience is a hard requirement — this isn't an entry point from a different industry
- Experience selling across multiple buyer groups (Finance technical/operational IT) is strongly preferred over single-buyer backgrounds. Adjacent categories include capital/project portfolio management (Planview, Oracle Primavera), EPM and corporate planning (Anaplan, Oracle, OneStream, SAP), industrial and engineering software (AVEVA, Aspen, Bentley, Hexagon), asset performance, and other multi-stakeholder enterprise software
- Trained in a real sales methodology — MEDDIC, Challenger, SPIN, Sandler, etc.
- Comfortable holding both a business conversation (ROI, NPV, payback, capital governance) and an operational one (how capital projects actually get scoped, approved, and executed)
- Bachelor's degree; able to be in Stamford; willing to travel
Base uncapped commission, OTE $250,000 /-. Healthcare, 401(k). Commission paid on new ARR and on expansion.