Position Overview
Department: Sales
Location: Remote
As an Account Executive at Ordway, you will be on the frontlines of growth. You won’t just be selling software. You will be a strategic consultant to CFOs, Controllers, and RevOps leaders. Your target customers will be the most innovative companies in the world. Ordway sells to all the fast-growing startups, including the AI companies you read about raising massive funding rounds. You will be helping them solve some of their biggest challenges – pricing their technology, managing cash flows, accounting for revenue, and reporting on the investor metrics needed to raise capital.
Job Responsibilities
As an account executive you will own the full sales cycle from the initial qualification to the final close. You’ll own a large territory with an account list of thousands that is constantly growing as venture capital funding flows into these fast growing areas of the economy. For each opportunity you pursue, you will define a plan to secure the win based on the customer’s key purchasing criteria and stakeholder priorities and then quarterback the internal sales team, comprising executives and experts in product, engineering, implementation, and integration.
Throughout the sales cycle, you will be responsible for:
- Qualification – Assess the customer’s current situation, including financial tech stack and level of automation in the quote-to-cash process. Qualify customers as a good fit for Ordway based on price point, budget parameters, product fit, and transaction volumes.
- Discovery – Understand the customer’s level of need and timing relative to other business priorities. Identify the buying team participants across finance, accounting, operations, product, customer success, and engineering. Discover the key purchasing criteria for a new solution by each stakeholder.
- Demo and Design – Partner with the sales engineering team to provide product demonstrations focused on the customer’s key use cases. Capture requirements and design a customized solution that automates the desired future state and integrates with existing systems.
- Negotiation and Close – Define commercial terms for the agreement, including pricing, contract length, payment frequency, and implementation timeframe. Navigate complex procurement processes that may involve information security audits, legal contract reviews, customer reference checks, and board approvals to secure a win.
Desired Skills and Qualifications
- Experience: 3–5+ years of B2B SaaS sales experience selling into finance and accounting decision makers. Prior experience in FinTech (ERP, finance, accounting, FP&A, or billing software) is preferred.
- Finance Domain Knowledge: An understanding and comfort level with accounting principles (journal entries, income statement, balance sheet) and financial metrics (ARR, churn, net revenue retention) is a plus.
- The “Startup Mentality”: You are a self-starter who thrives in a fast-paced, dynamic environment where processes are evolving and your input matters. You will act like a small business owner managing your territory to hit growth targets.
- Communication: Strong verbal and written communication skills. You can explain complex financial workflows to both technical and non-technical stakeholders.
- Tech Savvy: Proficiency with modern sales tools, including Salesforce, AI (Perplexity, Gemini, ChatGPT), LinkedIn Sales Navigator, Chilipiper, and Google Docs.
- Curiosity: A natural desire to understand how financial technology works, proactively building your knowledge of Ordway’s products and our customer’s business processes.
