Commercial Account Executive

The role

The Commercial Account Executive will drive growth by generating pipeline and managing complex sales cycles. This role involves self-sourcing 60–75% of pipeline and navigating multi-stakeholder buying committees.

What you will do

• Build and maintain healthy pipeline coverage against quota
• Self-source 60–75% of pipeline through strategic outbound efforts
• Identify and act on trigger events
• Develop outbound messaging and territory strategies
• Partner with SDRs, Partnerships, and Marketing
• Lead discovery and qualification using MEDDPICC or similar frameworks
• Build relationships with economic buyers, champions, and stakeholders
• Guide prospects through technical, operational, and financial evaluation
• Multi-thread relationships across organizations
• Drive Mutual Action Plans in late-stage opportunities

Required qualifications

• 5+ years of SaaS, IT Services/Consulting sales experience
• Proven success generating self-sourced pipeline
• Experience selling into CFO, Security, IT, or technical buyers
• Experience managing complex, multi-stakeholder sales cycles
• Strong written communication and follow-up discipline
• Comfort operating in evolving, high-growth environments

Nice to have

• Compliance, cybersecurity, or GRC experience
• Experience scaling within a growth-stage SaaS company
• Experience in outbound-driven sales environments
• Familiarity with structured qualification methodologies (MEDDPICC, Challenger, etc.)

Benefits

• Exceptional health, dental, and vision care
• Early equity in a fast-growing company
• Remote/Work from home model
• Unlimited PTO

About the company

Thoropass is an audit-first compliance partner for growing and enterprise organizations. Founded in 2019 and headquartered in New York, it uses technology and audit expertise to help customers manage compliance programs.