Senior Account Executive

Senior Sales ProfessionalHybrid (Arlington, VA) or Remote (US) | Travel requiredAbout RiskSpanWe build the analytics and data infrastructure that mortgage, private ABF, and structured finance professionals rely on to understand risk, run models, and make decisions with confidence. Our software platform, Edge, serves portfolio managers, risk teams, and quantitative analysts at asset managers, insurance companies, banks, and private credit platforms across the capital markets.TL;DRWe're looking for a senior level sales professional who comes from the industry first and sales second. You have spent years inside the mortgage, structured finance, or private ABF ecosystem as a practitioner, an advisor, or both, and you've built the kind of relationships and credibility that open doors without a cold call. Your background is on the institutional side of financial services, not consumer or retail. This is enterprise sales at a software company that is scaling its commercial engine. You'll have real resources: access to an SDR, sales engineers, exec sponsorship, marketing support, playbooks, and a product that earns its keep in a trial. What you won't have is a large team to hide behind. You'll need to be autonomous, scrappy, and smart about when to bring others in.What You'll DoOpen DoorsWork your network across buy-side firms: asset managers, insurance companies, private credit platforms, hedge funds, and banks with ABS or whole loan exposureBuild multi-threaded relationships across accounts before a deal exists, not just after one opensPartner with our SDR and leverage marketing, referrals, and exec introductions to create pipeline, not just wait for itShow up where your buyers are: SFIG, IMN, ABS East, and the conversations that happen around themAdvanceLead with the client's problem, not our product; use your market fluency to earn the discovery conversationNavigate complex, multi-stakeholder deals across risk, portfolio management, data, and procurementKnow when to level the room: bring in a sales engineer or exec sponsor when it genuinely moves the deal forward, not as a default at every stageGuide prospects through trial and proof of concept, the moment where RiskSpan earns the deal on its own meritsMaintain clean pipeline in Salesforce and forecast with integrityCloseNavigate legal and procurement processes while maintaining velocity and engagementNegotiate and close new logo ARR against annual quotaHand off cleanly to client onboarding and customer success, because a good handoff is part of the job, not an afterthoughtFeed market intelligence back to product, marketing, and leadership because you're close to the buyer in ways the rest of the company isn'tWhat You BringDeep experience in financial services, with meaningful time inside the structured finance, mortgage, or private ABF ecosystem at a buy-side firm, valuation advisory, or data/analytics providerSome selling experience in these spaces, with a desire to continue on the sales career pathA genuine network at the VP / Managing Director level or higher across asset managers, insurance cos, private credit platforms, or similar buy-side firmsComfort with analytical conversations: you don't need to be a modeler, but you understand why cash flow modeling, data quality, and reporting infrastructure matter to your buyersA track record of closing complex, consultative deals, preferably $200K+ ARR with long enterprise sales cycles and multiple stakeholdersSalesforce proficiency and clean pipeline hygieneWho You AreYou're patient with long cycles and relentless about forward momentumYou know when to go it alone and when to pull in the right resource at the right momentYou're low ego, high accountabilityYou're energized by being early at a company that's building something, not looking for a fully paved roadYou treat a stalled deal as a puzzle, not a dead endYou're wired to close; the chase energizes you and the finish line mattersYou raise your hand for travel: conferences, client offices, and industry events are opportunities, not obligationsWhat We OfferBase salary of $120,000 to $150,000 with variable compensation at plan bringing OTE to $250,000 to $340,000Exact compensation depends on experience, skills, location, and market dataUncapped commission potentialMeaningful work in a technically complex, high-stakes industry, selling to buyers who respect depthReal access to leadership and a seat at the table as we build the revenue engine