Account Executive

Job Description

Job Description

About defi SOLUTIONS :

It’s an exciting time to join defi!

defi SOLUTIONS partners with captives, banks, credit unions, and finance companies of all types and sizes to allow lenders to focus and transform their operations.

The company’s comprehensive suite of originations, servicing, and analytics solutions together with technology-enabled processing services creates a flexible, configurable, and scalable platform that addresses lenders and borrowers ever-evolving needs.

defi SOLUTIONS combines the expertise of defi SOLUTIONS and the former Sagent Auto Lending with the backing of Warburg Pincus, Bain Capital Ventures and Fiserv.

Position Purpose :

The Account Executive develops relationships and sales strategies to secure new SMB sales opportunities, expand and grow defi SOLUTIONS’ market share and revenue, and promote strategic customer and partner relationships through value-driven solution sales.

This position effectively persuades and frames client opportunities; Shares industry, solution, deal and sales best practices knowledge with the broader sales group;

May mentor and coach other sales professionals with less experience.

Essential Functions :

Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.

• Generates leads and drives profitable revenue by selling defi products and services within designated territory or assigned accounts.
• Drives strategies, tactics and account plans to identify, qualify and secure new clients to meet sales targets.
• Manages the effective and rapid movement of leads through the sales process, including : qualification of prospects; assessment of potential client needs;

presentation of defi products and services; and expeditious closing of business

• Independently develops selling strategies for assigned accounts and effectively interfaces regularly with executive levels.
• Leverages executive level contacts to develop greater account coverage and create demand
• Develops strategies to utilize key influential individuals within client’s decision process and creates action plans to influence decisions
• Secures funding for future customer initiatives by linking solutions to client’s business issues to gain credibility at executive level
• Recommends new value-add solutions through unsolicited proposals to create customer demand and helps customer identify and measure the impact of the proposed business improvement
• Builds internal and external industry networks to remain current on industry trends and describes defi’s value in the context of emerging market trends and how they affect the customer
• Articulates to the customer how defi is better positioned than the competition to meet their business needs and objectives
• Prevents objections by uncovering customer concerns early and building consensus towards a mutual solution based on customer requirements
• Develops long term client and business relationships based on mutual value and trust, resulting in repeat business.
• Manages client expectations appropriately to ensure mutual satisfaction for the client and defi SOLUTIONS.
• Maintains prompt and accurate sales pipeline forecasting.
• Shares industry, solution, deal, and sales best practice knowledge with the sales community.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job.

Duties, responsibilities, and activities may change at any time with or without notice.

Required Education and Experience :

• Bachelor’s degree or equivalent experience
• A solid track record of managing and selling into enterprise level accounts
• Proven track record of meeting sales targets
• Solution sales experience in information technology with at least 5 years of experience working for an enterprise level software solutions vendor
• Proven negotiation and commercial deal-making skills
• A business understanding of asset and resource management and revenue billing
• Industry experience in either auto or mortgage loan servicing

Additional Eligibility Requirements :

• Establishes rapport based on professionalism and active listening skills
• Understands the sales process, development and qualification of a business need, identification of target clients, and favorable positioning of products.
• Incorporates thorough understanding of industry trends and client’s key challenges into sales presentations.
• Ability to describe value in the context of emerging market trends and how they affect the client.
• Articulates solutions in terms of ROI to the client and sells business value

Travel Required :

Up to 50% travel

Affirmative Action / EEO statement :

defi SOLUTIONS is an Equal Opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or protected veteran status.