Who we are:
Quavo is the industry leader in fraud and disputes management technology, offering the world’s only E2E cloud-based Disputes as a Service solution for issuing financial services organizations. Quavo is an organization of tenacious experts who are innovative and challenge complacency to continuously deliver cutting edge technology and AI. Our experts are passionate about delivering value in our solutions and empowering our client community to enhance and evolve industry standards in fraud and disputes management.
About the role:
As a Senior Account Executive focused on Tier 1 Banks and Credit Unions, you will own the full sales cycle for our largest and most strategic prospects and customers. You will engage C-suite and VP-level stakeholders across Operations, Risk, Compliance, and Technology, building the business case for QFD as a core infrastructure investment. This is a true enterprise sale—complex, consultative, and highly rewarding for closers who can run a rigorous MEDDPICC process: confirming Metrics with Economic Buyers, mapping Decision Criteria and Decision Process, developing strong Champions, implicating Pain, and outmaneuvering Competition across long procurement cycles and multi-stakeholder buying committees.
Responsibilities include:
Enterprise Pipeline Development
- Build and maintain a robust pipeline (3-4x Quota) of Tier 1 banks ($50B+ assets) and large credit unions through outbound prospecting, referrals, channel partners, and industry events.
- Map the full buying committee using MEDDPICC: identify the Economic Buyer as early as possible, intentionally recruit and develop a Champion inside the account, and document all influencers and blockers across Fraud Risk, Compliance, IT, and the C-suite.
- Partner with Marketing and SDRs to convert inbound interest into qualified opportunities.
Consultative Solution Selling
- Identify Pain by going beyond surface-level discovery to quantify the financial and operational cost of the status quo: dispute write-off rates, average handle time (AHT), compliance penalty exposure, and cardholder attrition tied to poor dispute experiences.
- Position QFD as a strategic infrastructure modernization initiative—and build a Metrics-driven business case that translates QFD’s capabilities into prospect-specific ROI (cost per dispute, FTE reduction, compliance risk reduction, NPS improvement) the Economic Buyer can justify at the board level.
- Understand and document each prospect’s Decision Criteria (what they’re evaluating QFD against) and Decision Process (who approves, what gates apply, what timelines govern), then lead discovery, demonstrations, POCs, and executive business reviews that are precisely calibrated to advance through each stage, from InfoSec review to Economic Buyer sign-off.
Deal Management & Closing
- Quarterback complex 6–12-month sales cycles using MEDDPICC as the operating framework: confirm Metrics with the Economic Buyer, validate Decision Criteria, map the full Decision Process, coach your Champion continuously, and neutralize Competition before it stalls the deal.
- Navigate procurement, InfoSec/third-party risk reviews, and executive-level approvals by staying close to your Champion, equipping them with the right materials, Metrics, and talking points so they can carry the deal forward internally and surface risks before they become surprises.
- Proactively address Competition: identify competitive threats early in the cycle, before they shape the prospect’s Decision Criteria against you.
- Accurately forecast opportunities in Salesforce using MEDDPICC stage-gate criteria, a deal doesn’t advance in the forecast until each element is confirmed, not assumed.
Market Intelligence & Thought Leadership
- Represent Quavo at industry conferences and executive roundtables.
- Feed competitive intelligence and product feedback to Product Management and Marketing.
- Contribute to sales playbooks, competitive battlecards, and deal review sessions.
Required Qualifications:
- 7+ years of enterprise B2B SaaS sales experience, with at least 3 years selling into Tier 1 or large regional banks and/or credit unions.
- Demonstrated track record of closing $1M+ ACV deals with 6+ month sales cycles.
- Deep understanding of bank/credit union operations: card issuing, dispute operations, fraud management, or regulatory compliance.
- Proven ability to navigate multi-stakeholder buying committees at the executive level—with a disciplined approach to identifying the true Economic Buyer, developing Champions who can mobilize internal support, and neutralizing political blockers before they derail a deal.
- Proficiency with Salesforce CRM, modern sales engagement tools, and a structured enterprise qualification methodology; candidates must be able to walk through a current or recent deal using each element of the framework.
- Exceptional executive communication, storytelling, and presentation skills.
- Demonstrable attention to detail, with a track record of precise, accurate work across proposals, pricing, contract redlines, CRM data, and forecasts.
- A demonstrated sense of urgency: you proactively drive deals forward, respond quickly to prospects and internal stakeholders, and hold yourself accountable to deadlines.
- Proven project management skills, including the ability to coordinate cross-functional resources (Solutions Engineering, Legal, InfoSec, Product) and manage multiple complex deal workstreams and timelines at once.
Preferred Qualifications:
- Prior experience selling core banking, card processing, digital banking, or dispute management solutions.
- Existing network of senior contacts at top 50 U.S. banks or top 25 credit unions.
- Formal MEDDPICC training.
