Strategic Enterprise Account Executive, BFSI
10+ Years
Menlo Park
Full-Time
About the Role
We are looking for a senior commercial leader to own a portfolio of strategic BFSI accounts — primarily large banks, insurers, and financial services firms. This is not a traditional account management role. You are the executive sponsor, the commercial owner, and the trusted advisor to senior client stakeholders simultaneously.
You will carry a net revenue retention and expansion quota, with direct accountability for renewals, upsell, and new use-case development across your assigned book of business. You will partner with a cross-functional team — including delivery, value engineering, and solutions — to ensure customers realize measurable business outcomes from their investment in Skan, and you will serve as the primary voice of the customer internally.
The ideal candidate has managed large enterprise accounts at a B2B SaaS company or a leading Agentic provider, has deep familiarity with BFSI operating environments, and can hold credible conversations with COOs, CIOs, and CFOs about AI, automation, and transformation strategy. This is not a relationship-manager role — this is a quota-carrying commercial role where you are accountable for outcomes.
Key Responsibilities
Account Strategy & Governance
- Develop and execute multi-year account plans for each customer, aligning Skan's capabilities to the client's business objectives, transformation priorities, and operating model.
- Lead quarterly business reviews (QBRs) that connect Skan's impact to enterprise priorities and surface expansion opportunities across business units and geographies.
- Maintain executive sponsor relationships at the COO, CIO, CFO, and Chief Transformation Officer level, ensuring Skan is embedded in the client's strategic agenda.
Customer Outcomes & Risk Management
- Partner with the cross-functional account team — delivery, value engineering, solutions — to ensure consistent and measurable value delivery against customer success criteria.
- Proactively identify and mitigate account risk: adoption gaps, stakeholder transitions, competitive pressure, or delivery concerns.
- Maintain high customer satisfaction, strong platform adoption, and sustained engagement throughout the customer lifecycle.
- Escalate and resolve issues quickly, working cross-functionally to protect and strengthen the customer relationship.
Internal Advocacy & Cross-Functional Alignment
- Represent customer needs internally, influencing product, marketing, and services priorities to strengthen Skan's BFSI enterprise offering.
- Partner with the partnerships team to identify and activate GSI and SI co-delivery opportunities within your accounts.
Key Metrics for Success
- Quota Attainment: Exceed $2.5M individual annual quota
- Annual Recurring Revenue (ARR) / New Business Revenue: Total new contract value generated from accounts. Net new ARR generated from upsell, cross-sell, and new use-case development within existing accounts.
- Average Deal Size (ACV/ARR): Deal crafting in the range of $250-500-750K – $1-7M.
- Pipeline Coverage Ratio: Maintain 3-5X active pipeline to ensure predictable future bookings.
- Executive Engagement: Depth and frequency of C-suite relationships maintained per account.
- QBR Cadence & Quality: Quarterly business reviews delivered on schedule with documented ROI evidence, diligent revenue reporting hygiene and forward-looking expansion plans.
Ideal Candidate Profile
- 10+ years of experience in strategic account management or enterprise customer leadership at a B2B SaaS company or leading Agentic provider.
- Proven track record of managing and growing large enterprise accounts with Fortune 500 BFSI clients — banks, insurers, asset managers, or diversified financial services firms.
- Demonstrated success engaging and influencing C-suite executives (COO, CIO, CFO, Chief Transformation Officer) at global financial institutions, with experience navigating complex enterprise buying and governance environments.
- Strong commercial acumen, including experience structuring, negotiating, and closing large enterprise agreements and managing accurate revenue forecasts.
- Deep familiarity with BFSI operating environments and transformation priorities — claims, underwriting, loan operations, compliance, and back-office automation are areas you can speak to credibly.
- Conversant in AI and data concepts; able to credibly engage technical stakeholders on models, data flows, and platform architecture at a working level.
Process intelligence, agentic AI, RPA, or automation domain experience strongly preferred.
