Strategic Account Executive

About this role

Overview
This role offers the chance to sell PowerPlan's AI-powered tax and accounting software to the office of the CFO at some of the world's largest asset-intensive companies — helping them generate more cash, mitigate compliance risk, and build a culture of cost management. As a Strategic Account Executive, you will own the full enterprise sales cycle across a concentrated portfolio of 10 to 12 strategic accounts, with two parallel mandates: converting PowerPlan's existing on-premise customers to SaaS, and winning net-new enterprise logos across Utilities, Oil and Gas, Telecom, Mining, and Rail.
This is a highly consultative, complex enterprise sale — typically multi-stakeholder, 18 months or longer, and seven figures. You will apply MEDDICC discipline throughout the sales cycle, operate as a trusted advisor to C-level buyers, and build a territory presence that positions PowerPlan before a formal evaluation begins. The right candidate teaches customers a better way of doing business — and closes deals that prove it.
COMPANY
PowerPlan improves financial outcomes through AI-powered tax and accounting software. We are more than a point solution — we are a powerful system that enables asset-intensive companies to overcome their most complex financial challenges. Our first-of-its-kind platform seamlessly complements EAMs and ERPs, providing a single source of truth for every financial asset across its lifecycle — supporting the rate-making process, validating regulatory requirements, and ensuring financial success. Today, more than 150 asset-intensive companies across Utilities, Oil and Gas, Telecom, Mining, and Rail rely on PowerPlan.
Responsibilities
KEY PERFORMANCE OBJECTIVES (First 12–18 Months)
OBJECTIVE 1: Build a High-Quality Pipeline Across 10–12 Strategic Accounts (First 90 Days)
Outcome:
Within the first 90 days, develop a structured, MEDDICC-informed territory plan and an active pipeline of qualified opportunities across your concentrated portfolio of 10 to 12 strategic accounts. Map buying centers, identify key economic buyers and champions, and establish PowerPlan's presence early enough to shape each account's evaluation philosophy before competitors engage. For existing on-premise accounts, develop a clear view of conversion readiness and build the migration business case for the highest-priority targets.
Impact:
Enterprise sales cycles run 18 months or longer. A Strategic Account Executive who invests in territory intelligence, account entry timing, and early pipeline construction creates a structural advantage that compounds across the year. Pipeline quality at 90 days predicts bookings at 18 months — and in a concentrated account model, every account matters.
How:
Leverage CRM data, industry research, regulatory filings, and direct networking to build account intelligence. Apply MEDDICC to qualify opportunities before investing significant time. Map multi-level stakeholder networks at each target account. Establish substantive conversations — not just awareness — with economic buyers and champions before a formal need is articulated. For on-premise accounts, engage early on SaaS migration value and timing.
OBJECTIVE 2: Lead SaaS Conversion of Existing On-Premise Customers (Ongoing)
Outcome:
Own the commercial, technical, and change-management dimensions of converting existing PowerPlan on-premise customers to SaaS within your account portfolio. Build a compelling, quantified migration business case for each target account. Navigate the unique considerations of SaaS transitions — pricing model changes, implementation timelines, organizational readiness, and stakeholder alignment — and drive each conversion to a signed agreement.
Impact:
SaaS conversion is a central growth driver for PowerPlan. Existing on-premise customers represent a high-value, relationship-established pipeline — but converting them requires a different motion than new logo selling. A Strategic Account Executive who executes SaaS migrations with discipline and customer empathy drives ARR growth, improves retention economics, and creates the reference base that accelerates new logo acquisition.
How:
For each on-premise account in your portfolio, build a migration readiness assessment within the first 60 days. Develop a value-based business case that quantifies the financial and operational benefits of SaaS migration specific to that customer's situation. Partner with solution engineers and PS leadership to address technical and implementation concerns. Manage executive alignment and change-management objections with the same rigor as commercial negotiations.
OBJECTIVE 3: Own the Full Enterprise Sales Cycle with MEDDICC Discipline (Ongoing)
Outcome:
Own every stage of the PowerPlan sales cycle — from initial qualification through close and handoff to Professional Services — using MEDDICC to qualify, forecast, and drive each opportunity. Map each pursuit so PowerPlan is the clear and distinguished standout against competitive alternatives. Maintain accurate pipeline and opportunity data in CRM throughout every stage. Close seven-figure enterprise deals on a repeatable, disciplined basis.
Impact:
Complex enterprise sales are won or lost in the middle — during the long qualification-to-selection stages where focus erodes and competitors gain ground. A Strategic Account Executive who applies MEDDICC with rigor identifies the real economic buyer, validates the decision criteria, confirms the timeline, and closes at better commercial terms than those who rely on relationships alone.
How:
Build and maintain explicit MEDDICC deal plans for each active pursuit — economic buyer access, decision criteria mapping, decision process clarity, identified pain, champion strength, competition positioning, and validated metrics. Coordinate across PowerPlan's internal resources (solution engineering, PS, executive sponsors) at the right moments. Lead negotiations with respect for the customer and a clear-eyed view of…