Strategic Account Executive

Job Description

Role Purpose

The Strategic Account Executive exists to drive Omilia's enterprise revenue growth in the North American market by winning and expanding high-value, strategically important accounts. The role is the primary commercial owner of a portfolio of Fortune 500 and Global 2000 target accounts, responsible for creating, advancing, and closing complex multi-stakeholder opportunities for Omilia's AI-powered contact center automation platform. Operating at the intersection of enterprise sales, executive relationship management, and solution selling, this individual brings deep credibility in the CX and conversational AI space to articulate and defend Omilia's differentiated value proposition. The Strategic Account Executive is expected to be a high-performing, self-directed revenue contributor who consistently exceeds targets and raises the commercial bar for the North American sales organization.

Accountabilities

• Own the full enterprise sales cycle for strategic accounts in the North American market, from initial engagement through close and expansion.
• Drive net-new revenue by acquiring and growing high-value enterprise accounts aligned with Omilia's Ideal Customer Profile across banking, healthcare, insurance, and utilities sectors.
• Build and maintain executive-level relationships (C-suite, VP of CX, VP of IT, COO) within target accounts, positioning Omilia as the preferred AI-powered contact center automation partner.
• Develop and execute account strategies, territory plans, and pipeline forecasts that meet or exceed quarterly and annual revenue targets.
• Act as the primary commercial authority for your accounts, coordinating cross-functional resources — Solution Consulting, Professional Services, Customer Success, Legal — to ensure successful outcomes.
• Represent the voice of the customer internally, contributing market and competitive intelligence to product, marketing, and leadership to influence go-to-market strategy.
  

Key Responsibilities

Pipeline Development & Prospecting

• Prospect and qualify enterprise opportunities through a combination of outbound activity, partner referrals, marketing-sourced leads, and executive networking.
• Build and maintain a self-generated pipeline of 3–4x quarterly quota coverage, with a disciplined focus on ICP accounts in banking, insurance, healthcare, and utilities.
• Map target accounts across multiple buying centers (CX, IT, Operations, Procurement, Finance) and identify the right entry points for executive engagement.
• Leverage intent data, industry event calendars, and partner ecosystems (system integrators, CCaaS vendors) to identify in-market opportunities at the earliest possible stage.
• Develop and execute territory plans on a quarterly basis, aligning prospecting activity to revenue goals and reporting progress to VP of North American Enterprise Sales.

Discovery & Solution Positioning

• Lead structured discovery engagements to diagnose prospect pain points, map decision-making structures, and define compelling business cases tied to measurable ROI.
• Translate prospect challenges (containment rates, AHT, agent attrition, digital deflection) into quantified value narratives anchored to Omilia's platform outcomes.
• Position Omilia's full portfolio — OCP, miniApps, Diamant, Pathfinder, CoPilot, Agentic Self-Learning — in the context of each prospect's specific automation maturity and technology stack.
• Facilitate executive alignment sessions, including live demos, proof-of-concept scoping, and outcome-based business reviews, in partnership with Solution Consulting.
• Identify competitive displacement opportunities where prospects are running on legacy IVR, competing conversational AI platforms, or in-house NLU builds.

Deal Execution & Stakeholder Management

• Develop and present executive-level proposals, RFP responses, and solution overviews in collaboration with Solution Consulting and Pre-Sales Engineering.
• Manage complex, multi-stakeholder sales cycles (typically 6–18 months) involving procurement, IT, legal, compliance, and CX/operations teams.
• Orchestrate internal deal teams — Pre-Sales, Legal, Deal Desk, Finance — to structure proposals that meet prospect requirements while protecting Omilia's margin and risk posture.
• Navigate procurement and vendor assessment processes, including security reviews, RFP/RFI responses, and SOC 2 / HIPAA / PCI-DSS compliance questionnaires.
• Build and maintain multi-threaded relationships at each strategic account, ensuring no deal is dependent on a single sponsor or champion.
• Anticipate and resolve deal-level obstacles — budget cycles, internal champion transitions, competitive re-evaluations — with proactive stakeholder engagement and creative commercial structuring.

Commercial Negotiation & Contracting

• Negotiate commercial terms, contract structures, and SLA agreements in alignment with Omilia's pricing and deal desk guidelines.
• Structure multi-year, value-based subscription and platform agreements that align to prospect ROI expectations and Omilia's ARR growth objectives.
• Partner with Deal Desk and Legal on Master Services Agreements, DPAs, and order forms, ensuring commercial velocity without exposing Omilia to unacceptable contractual risk.
• Apply judgment on discounting, payment terms, and contract flexibility within approved parameters, escalating to VP-level for exceptions.

CRM Hygiene & Revenue Forecasting

• Maintain accurate and up-to-date opportunity and account data in CRM (Salesforce), including pipeline stage, close dates, deal size, and activity logs.
• Provide a rigorous, data-supported weekly forecast to the VP of North American Enterprise Sales, with explicit risk and upside commentary per opportunity.
• Contribute to monthly and quarterly business reviews with pipeline trend analysis, competitive intelligence, and win/loss learnings.
• Ensure all discovery, demo, and negotiation activity is logged in Salesforce in real time to enable accurate territory and business planning.

Customer Expansion & Retention

• Collaborate with Customer Success and Professional Services at handoff to ensure a smooth transition and set the foundation for long-term account expansion.
• Identify and develop upsell and cross-sell opportunities within the existing customer base, growing account ARR through adoption of additional Omilia miniApps, modules, and services.
• Conduct periodic strategic account reviews with key customers, positioning new capabilities (Agentic Self-Learning, Pathfinder, CoPilot) as the customer's automation roadmap matures.
• Act as executive sponsor and internal advocate for strategic accounts, ensuring post-sale commitments are met and renewal risk is identified and mitigated early.

Market Presence & Brand Representation

• Participate in field marketing events, industry conferences (e.g., CCW, CX Summit, Money 20/20), and executive briefings to strengthen brand presence and generate pipeline.
• Represent Omilia's thought leadership on conversational AI, CX automation, and voice biometrics in prospect and partner engagements.
• Contribute competitive and market intelligence back to Product, Marketing, and Sales leadership to inform roadmap and go-to-market strategy.

Requirements

Knowledge, Skills & Experience

Required:

• 7+ years of enterprise B2B SaaS sales experience, with at least 3 years in a quota-carrying role targeting Fortune 500 / Global 2000 accounts.
• Demonstrated track record of consistently achieving or exceeding annual revenue quotas of $1M+ ARR.
• Experience selling complex technology solutions into the contact center, CX automation, or conversational AI space is strongly preferred.
• Expertise in enterprise sales methodologies (MEDDIC, MEDDPICC, Challenger Sale, or equivalent) and disciplined pipeline management.
• Ability to engage and influence senior executive stakeholders (CxO, VP-level) in business-outcome-driven conversations.
• Strong commercial acumen — ability to build and present ROI models, TCO analyses, and business cases tailored to enterprise buying committees.
• Experience navigating complex procurement, compliance, and legal processes in regulated industries (banking, healthcare, insurance preferred).
• Proficiency with Salesforce CRM and modern sales enablement tools (Outreach, LinkedIn Sales Navigator, Gong, or equivalents).
• Exceptional written and verbal communication skills; able to author compelling executive narratives and present with confidence to large audiences.
• Self-directed and highly organized; able to manage 15–25 concurrent enterprise opportunities across multiple deal stages without sacrificing quality.
• Bachelor's degree in Business, Technology, or a related field (or equivalent professional experience).

Nice to have:

• Experience with AI, NLU, or speech technology platforms (e.g., Nuance, Google CCAI, AWS Connect, or similar).
• Existing executive-level network in banking, insurance, healthcare, or utilities sectors in North America.
• Familiarity with CCaaS platforms (Genesys, NICE, Avaya, Cisco) and how they integrate with conversational AI solutions.
• MBA or relevant postgraduate qualification.

Omilia Note

- Contribute actively and effectively as an integrated team member.
- Act as an Omilia ambassador in all interactions.