Account Executive (Commerce & Compliance Divisions)

Location: Remote (US-based candidates only)

Cordance is a software company that acquires and accelerates the growth of vertically-focused, B2B SaaS companies by investing in their products, processes, and people – for the long-term. Our community of experienced operators and subject-matter experts provide go-to-market leadership, operational excellence, and financial rigor to help acquired companies realize their full potential.

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:&l