Strategic Account Executive

Summary

Join Pharos as a Strategic Account Executive and drive new logo acquisition within the Financial Services and Insurance (FSI) vertical. This hunter role targets enterprise accounts (5,000+ employees), requiring the development and execution of account strategies to close complex deals ($100K–$1M ARR). You will lead all sales aspects, from prospecting and account planning to deal orchestration and value-based selling. Success requires exceeding quota, deep FSI sector familiarity, and enterprise sales experience. The role involves collaboration with internal teams and partners. The position is remote (U.S.-based) with travel.

Requirements

• 10+ years of enterprise sales experience, with a track record of exceeding quota
• Proven success selling into Fortune 500 or top 100 financial services and insurance accounts
• Deep understanding of the complexities and compliance demands of the Financial Services and Insurance (FSI) vertical
• Demonstrated ability to manage 6–12 month sales cycles and build compelling business cases and ROI analyses

Responsibilities

• Develop and execute tailored account strategies for assigned named accounts in the FSI vertical
• Identify and multithread across key stakeholders (IT, finance, procurement, operations, etc.) to uncover business problems and align Pharos solutions to enterprise priorities
• Lead all aspects of deal orchestration—including meeting planning, internal team alignment, and external communications
• Drive value-based sales motions using Gap Selling methodology, focusing on business impact, ROI, and problem-centric storytelling
• Maintain rigorous pipeline management and accurate forecasting using Pharos' structured sales process
• Collaborate with partners when appropriate to co-sell into target accounts
• Engage with marketing, product, customer success, finance, and implementation teams to ensure cohesive deal execution and long-term success

Preferred Qualifications

• Experience with SaaS, software, or technology sales preferred; cybersecurity or IT operations knowledge is a plus
• Skilled in navigating both direct and partner-led sales motions
• Strong hunter mentality, with the ability to break into complex, decentralized enterprise accounts
• Practitioner of Gap Selling, focusing on discovering and quantifying business problems
• Excellent at engaging with the entire buying group, building relationships with senior executives (CIO, CISO, CFO, etc.), and aligning to their priorities
• Adept at multithreading across technical, business, and financial stakeholders
• Strong communication, presentation, and internal coordination skills
• High accountability and ownership mindset; comfortable managing deals from first contact to close

Benefits

Competitive base + uncapped commission + accelerators