["Full-Time"]
Remote
SaaS
jobicy
About this role
Zone & Company Software Consulting LLC (“Zone”) is the ERP-native AI platform for financial operations, purpose-built for organizations running on Oracle NetSuite. We are redefining how finance teams operate by delivering an AI-powered system that automates, connects, and scales financial workflows directly within the ERP.
As the AI operating system for finance teams in NetSuite, Zone enables more than 4,500 customers worldwide to run smarter, faster, and with greater accuracy. Our platform spans the full financial lifecycle, including Quote-to-Cash, Procure-to-Pay, Treasury, Payroll Management, and Record-to-Report, eliminating manual processes and unlocking real-time financial intelligence.
By embedding intelligence directly into NetSuite, Zone helps finance teams move beyond reactive work to proactive, strategic impact. Learn more at www.zoneandco.com or follow us on LinkedIn: linkedin.com/company/zoneandco.
About the role Reporting to the Regional VP of Sales, the Senior Account Executive is responsible for driving enterprise growth within Zone & Co's Billing Segment— a mission-critical revenue and billing automation platform sold into complex, multi-stakeholder organizations. This is not a transactional sales role.
It requires the discipline to manage 6-12+ month sales cycles, the sophistication to run structured discovery across finance, IT, and operations stakeholders, and the credibility to build and defend a business case that survives procurement, security review, and legal negotiation.
This position owns a portfolio of large, technically nuanced opportunities — typically $200K-$1M+ in ACV — and is responsible for multi-threading relationships across the C-suite, including CFOs, VPs of Finance, Controllers, and Revenue Operations leaders.
Success requires coordinating internal resources — Solution Consultants, Professional Services, Legal, and Deal Desk — to advance deals through a defined enterprise sales process, while maintaining forecast precis
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Geographic
Region-based territory assignment
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAccount Executives are the revenue engine of any sales organization — this role will require strong pipeline management and closing skills.
Top SaaS reps often earn significant upside through accelerators once quota is exceeded.
This remote-friendly role provides geographic flexibility while maintaining access to a SaaS market.
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