About this role.
Cordance is hiring a senior full-cycle Account Executive to win new SaaS business for commerce and compliance-focused portfolio companies. The role sells into regulated industries and requires consultative discovery around risk exposure, auditability, workflow controls, and compliance outcomes. The Account Executive will manage prospecting, demos, proposals, negotiation, forecasting, and post-sale handoffs while applying MEDDPICC. Success depends on selling effectively to operational, legal, financial, technical, and executive stakeholders through complex procurement and compliance reviews.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
5/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I establish the economic buyer, decision criteria, decision process, paper process, identified pain, champion, and competition early in each opportunity. I document evidence in the CRM, create actions for gaps, and avoid committing deals until critical qualification elements are validated.
I would ask about current audit preparation effort, control failures, manual workflows, regulatory obligations, evidence collection, and the cost of operational disruption. I would quantify time, risk, and financial impact, then align the solution to specific outcomes such as stronger audit trails, faster evidence retrieval, and lower compliance exposure.
I would map each stakeholder's priorities and role in the decision process, establish a mutual action plan, and involve internal resources early. I would maintain momentum by confirming approval requirements, addressing security and legal questions proactively, and keeping the executive sponsor aligned on the business case.
I segment accounts by regulatory pressure, workflow complexity, and ICP fit, then build persona-specific outreach for compliance, operations, risk, and finance leaders. I use relevant trigger events, targeted content, disciplined sequences, and SDR collaboration to create qualified conversations rather than relying on generic outreach.
I re-ran discovery with the champion to identify the real blocker, which was unresolved implementation risk rather than price. I brought in the appropriate technical and customer-success stakeholders, documented a phased rollout plan, and reconnected the solution to the buyer's measurable business priority, allowing the deal to progress.
Cordance is dedicated to accelerating the growth of vertically focused business-to-business (B2B) software-as-a-service (SaaS) companies through acquisition and long-term tactical and financial guidance. We’re experienced operators and subject-matter experts with a passion for software and building businesses. We partner with founders to help them scale their businesses and realize their companies’ full potential.
We look for businesses with strong leadership and high potential for profitable growth, and work together to increase year-over-year revenue, company efficiency, and impact. Cordance envisions that all companies we work with achieve their full potential. We embrace what makes each company great and build on those foundations. We believe in elevating a company as it scales, delivering dignity to the organization and its employees, and sharing a passion for building a legacy.
Position Overview
We are seeking a high-performing Account Executive specializing in commerce & compliance to drive new business growth across our compliance-oriented SaaS companies. You will engage organizations of all sizes, from small businesses to large enterprises operating in industries where regulatory adherence, workflow controls, and auditability are mission-critical.
This role requires a disciplined, consultative seller skilled at uncovering risk exposure, mapping value to compliance outcomes, and engaging operational, legal, financial, and technical stakeholders throughout complex decision-making cycles.
Key Responsibilities
- Identify and convert new logo opportunities across regulated industries (financial services, logistics, retail, manufacturing, government contractors, etc.).
- Build prospecting sequences targeting compliance officers, operational leaders, and risk managers.
- Use domain insight to articulate pain around governance, audit trails, policy compliance, and system-of-record accuracy.
- Manage qualification, discovery, presentations, proposals, and contract negotiation.
- Deliver compelling demos that emphasize workflow automation, compliance controls, and ROI.
- Run deep discovery to quantify risk exposure, process inefficiencies, and audit burdens.
- Align solutions to regulatory frameworks (SOC, ISO, SOX, GRC, internal audit mandates).
- Apply MEDDPICC to ensure disciplined deal management and forecasting accuracy.
- Maintain hubspot pipeline hygiene, forecast updates, and documentation.
- Partner with SDRs to refine ICP targeting across compliance-heavy segments.
- Collaborate with Marketing to shape vertical campaigns, compliance content, and case studies.
- Ensure smooth handoff to Customer Success for implementation and compliance onboarding.
- Navigate legal, procurement, and compliance review cycles.
- Structure deals that support long-term partnership and audit readiness.
Competencies:
- Sales Execution & Strategy: Proven ability to own full-cycle SaaS sales in the mid-market segment, consistently achieving or exceeding quota. Balances disciplined process with creative deal strategy to accelerate new logo growth.
- Consultative Selling & Value Creation: Fluent in value-based discovery and business outcome alignment. Applies MEDDPICC rigor to qualify opportunities and advance deals efficiently.
- Relationship Development: Builds credibility and trust across multiple stakeholder levels — from functional leaders to executive sponsors — by acting as a strategic partner focused on business outcomes.
- Negotiation & Closing: Expert in crafting win-win deal structures that drive ARR growth while maintaining profitability and customer satisfaction.
- Operational Discipline: Maintains accurate forecasting, pipeline visibility, and CRM data hygiene. Prioritizes deals based on impact potential and alignment with ICP.
- Collaboration & Team Engagement: Partners effectively with SDRs, Sales Leadership, and Marketing to execute GTM strategies and ensure seamless transitions into post-sale success.
- Performance & Resilience: Operates with persistence, adaptability, and focus in a high-growth, evolving environment. Demonstrates ownership, urgency, and continuous improvement.
Required Qualifications
Experience:
- 5+ years of full-cycle SaaS sales experience, with a strong record of meeting or exceeding quota.
- Success selling compliance, workflow, or operations-focused tools.
- Experience closing SaaS deals across the full spectrum—from small businesses to large enterprise organizations..
- Strong understanding of regulatory environments or risk-driven buying cycles.
- Demonstrated success in new business acquisition with customers
- Expertise using structured methodologies such as MEDDPICC to drive forecast accuracy and close rates.
- Proven ability to engage and influence multiple stakeholders, including senior decision-makers.
- Exceptional communication, presentation, and negotiation skills.
- CRM proficiency (HubSpot preferred).
- Self-starter with resilience, discipline, and the ability to thrive in a dynamic, high-performance environment.
Preferred Qualifications
- Experience selling GRC, audit automation, commerce workflows, or supply-chain compliance software.
- Familiarity with SOC, ISO, SOX, OSHA, PCI, or comparable frameworks.
- Background working with compliance officers, operations leaders, and legal teams.
Please note that we do not accept unsolicited resumes, work on a Corp-to-Corp basis, or engage with non-vetted external agencies.
Why Join Us?
At Cordance, we believe in taking care of our team members. When you join us, you’ll enjoy a comprehensive benefits package designed to support your health, financial well-being, and work-life balance:
- Health and Wellness:
- Comprehensive Health Coverage: Coverage begins on your first day of employment.
- Retirement Savings:
- 401K Plan (US): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- RRSP (CAN): We match 1:1 for the first 3% of contributions and 0.5:1 for the next 2%. Contribute 5% of your salary and get a 4% match. Choose from pre-tax and Roth options. You’re eligible the first of the month after 90 days and immediately vested.
- Paid Time Off:
- Flexible PTO: Enjoy uncapped paid time off to balance your work and personal life.
- Parental Leave:
- 12 weeks paid leave for all employees.
- Remote Work Support:
- Monthly Stipend: Receive $75 USD / $140 CAD per month for phone and internet if you work remotely.
- Holidays:
- Generous Holiday Schedule: Benefit from an extensive list of holidays to recharge and spend time with loved ones.
Join us and be part of a company that values your contributions and well-being from day one!
EEOC & ADA Statement:
Cordance and its companies provide equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, creed, sex, nationality, ancestry, national origin, disability status, genetics, protected veteran status, affectional or sexual orientation, gender identity or expression, marital status, or any other characteristic protected by federal, state, or local laws.
Cordance and its companies comply with federal and state disability laws and make reasonable accommodations for applicants and employees with disabilities. If reasonable accommodation is needed to participate in the job application or interview process, to perform essential job functions, and/or to receive other benefits and privileges of employment, please contact Human Resources.
This applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.
Final candidate must be able to pass a background check.
To view applicant notices required under federal and state law, please visit: https://cordance.co/applicant-notices/
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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