What are the responsibilities and job description for the Enterprise Account Executive position at Finario?
Finario Is a Fast-growing, Profitable B2B SaaS Company Providing Intelligent Capital Planning And Portfolio Strategy Solutions To Leading Industrial Enterprises Worldwide. A Few Numbers Worth Knowing
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 and 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 actually do
- Revenue is strong and accelerating: Real sustainable growth, not a story built on burn rate
- Purpose-built product: Finario is one of the first platforms built specifically for enterprise Capex. True specialist focus in one category
- Trusted by billion-dollar enterprises: Notable clients include Amway, Bausch Lomb, and Sephora; all run their capital planning on Finario
- Investing in innovation: Finario has built its own purpose-built AI (Finario Predict) for capital project forecasting and benchmarking, so you'd be joining a product team that's actively pushing the category forward, not maintaining a legacy tool
- High-stakes work: this is core infrastructure for finance and ops leaders, not a nice-to-have. Our platform directly shapes how enterprises decide where to put hundreds of millions of dollars in capital investment
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 and 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 actually do
- Run the full sales cycle including prospecting, discovery, demo (with your SE), business case, procurement and security, negotiation, close
- Build and manage a full-cycle pipeline, blending self-sourced outbound with marketing-generated leads; outbound is part of the job, not a fallback
- 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
- Run a disciplined deal process using a formal methodology (MEDDIC, Challenger, etc.) with forecasting and clean pipeline hygiene are part of the job, not an afterthought
- Travel to customer sites as needed (~25%)
- Ability to operate on a hybrid basis out of our Stamford, CT office
- 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
- Trained in a real sales methodology such as 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 4 x a week; willing to travel
- Experience selling across multiple buyer groups (Finance technical/operational IT) is strongly preferred over single-buyer backgrounds.
- Experience in adjacent categories including but not limited to 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
- A category-defining product, not a legacy tool to defend. You're selling into a purpose-built Capex platform with an in-house AI engine (Finario Predict); a real differentiator in demos, not a roadmap promise.
- Enterprise deal size without enterprise-company bureaucracy. Six-figure ARR deals, but you're one of a handful of AEs, not one of fifty, direct visibility with the head of sales and product team.
- You're supported, not solo. A dedicated SE on demos and technical questions, a CS team once the deal closes, and product access for the hard questions, so your time stays focused on selling.
- Benefits: competitive total rewards package including Health, Dental, 401k PTO and more!
- The little things matter: Fully funded parking (or hop the train, we're right across the street), stunning modern office space