Strategic Account Executive

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.