Strategic Account Executive.

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Strategic Account Executive based in India.

Join a dynamic enterprise sales team to accelerate the adoption of innovative, AI-powered DevSecOps solutions across India's largest financial institutions and enterprise organizations. In this high-impact role, you will manage strategic accounts across Mumbai, driving new business, revenue growth, and long-term customer relationships. You will lead complex enterprise sales cycles, from prospecting and opportunity development to negotiation and closing. Working closely with technical experts and business leaders, you will help customers modernize software delivery, strengthen security, and streamline their development processes. You will also navigate the regulatory and compliance requirements of the banking, financial services, and insurance (BFSI) sector. Operating in a fully remote, globally distributed environment, you will have the autonomy to shape account strategies, influence go-to-market initiatives, and deliver measurable commercial results.

Accountabilities

• Enterprise sales and revenue growth: Own commercial performance across a portfolio of strategic BFSI, enterprise, and conglomerate accounts in Mumbai, generating qualified pipelines, progressing opportunities, closing new business, and driving recurring annual revenue growth.

• Full sales cycle management: Lead complex B2B sales engagements from initial prospecting and qualification through product evaluation, negotiation, procurement, security reviews, and contract closure.

• Strategic account development: Build and execute detailed account plans, map customer opportunities, develop relationships with multiple stakeholders, and identify opportunities for platform adoption and account expansion.

• Customer engagement and value selling: Engage senior decision-makers, including CIOs, CTOs, CISOs, engineering leaders, and risk and compliance executives, to understand business priorities and communicate the value of modern software delivery solutions.

• BFSI compliance and modernization: Position solutions around regulatory compliance, cybersecurity, auditability, and data residency requirements, collaborating with technical specialists to address deployment needs across self-managed, private cloud, and hybrid environments.

• Cross-functional collaboration: Partner with sales development teams, solutions architects, customer success, marketing, legal, product teams, system integrators, and channel partners to generate opportunities and deliver a seamless customer experience.

• Customer adoption and expansion: Support customers throughout pre-sales and post-sales activities, helping them consolidate fragmented toolchains, modernize legacy delivery pipelines, and expand their use of DevSecOps capabilities.

• Forecasting and performance management: Maintain accurate sales forecasts, pipeline reports, activity updates, and account health assessments. Analyze wins and losses to identify lessons and improve sales execution.

• Customer advocacy and market insights: Share customer feedback, contribute product enhancement ideas, and prepare executive presentations, proposals, quotations, and commercial documents tailored to enterprise requirements.

Requirements

• Professional experience: Significant experience managing complex B2B enterprise software sales cycles, ideally involving DevSecOps, SaaS, cloud platforms, software development tools, or infrastructure solutions.

• BFSI sector expertise: Proven experience selling to banking, financial services, or insurance organizations in India, with an understanding of their procurement processes, vendor risk assessments, security reviews, and extended buying cycles. Experience with large enterprises and conglomerates is an advantage.

• Enterprise sales capabilities: Demonstrated success in prospecting, pipeline generation, negotiating complex agreements, closing new business, and expanding strategic customer relationships.

• Technical knowledge: Strong understanding of the software development lifecycle, continuous integration and continuous delivery (CI/CD), secure software development, DevSecOps, software supply chain security, and cloud or infrastructure modernization.

• Regulatory awareness: Familiarity with Indian financial-sector compliance expectations, including data localization, cybersecurity, auditability, and relevant RBI, IRDAI, and SEBI guidelines.

• Strategic account management: Ability to develop account plans, map opportunities, build stakeholder relationships across multiple departments, and influence senior executives and technical decision-makers.

• Partner ecosystem experience: Experience collaborating with system integrators, resellers, and strategic channel partners to support enterprise sales and customer adoption in India.

• Sales tools and reporting: Familiarity with CRM platforms such as Salesforce, pipeline management, forecasting, and performance reporting, with the ability to use sales insights to improve results.

• Communication and negotiation: Excellent presentation, interpersonal, and commercial negotiation skills, with the ability to translate complex technical capabilities into measurable business outcomes.

• Personal attributes: A proactive, accountable, and commercially minded professional who can work independently in a fully remote, asynchronous environment while collaborating effectively with distributed teams.

• Additional strengths: Experience with AI-powered software platforms, regulated-industry technology deployments, and multi-stakeholder transformation initiatives is beneficial.

Benefits

• Remote working: Fully remote work environment, with flexibility to manage responsibilities while remaining aligned with team objectives and customer needs.

• Flexible paid time off: Access to paid time off to support personal well-being and work-life balance.

• Equity opportunities: Equity compensation and an employee stock purchase plan, subject to applicable program terms.

• Professional development: Growth and development funding to support ongoing learning and career progression.

• Parental support: Parental leave to support employees and their families.

• Inclusive community: Team member resource groups that encourage connection, collaboration, and belonging.

• Career growth: Opportunities to develop enterprise sales expertise, work with global teams, and contribute to strategic customer relationships.

• Compensation and additional benefits: Salary details, healthcare coverage, and other applicable benefits were not specified in the source description and can be clarified during the recruitment process.