Account Executive (AE)

About OptimaFI

OptimaFI helps community financial institutions (CFIs) - credit unions and banks profitably grow using a combination of proven data assets, expert consulting, and modern cloud software.  We are OptimaFI, striving to create solutions for CFI’s that enable better decision making, transparency, and improved profitability for our clients. Our values are Curiosity, Transparency, Partnership, and Lagniappe - always adding a little extra for clients and colleagues alike. We are an 80-person company growing to 100 in the next 18 months, and we have no intention of ballooning headcount for the sake of it. We move with purpose, invest in what works, and use automation and AI to stay lean and effective.

The Opportunity

We’re looking for an Account Executive who thrives at the intersection of outbound engagement, relationship building, and revenue generation. The primary responsibility of this role is to create and advance qualified sales opportunities by identifying prospective clients, conducting structured discovery, nurturing relationships, and driving pipeline momentum. This role owns a defined territory and is accountable for building both new logo opportunities and expanding existing client relationships. Because we are a growth-oriented organization, this role requires both disciplined execution and strategic thinking; balancing daily outreach activity with long-term relationship development and cross-sell identification. This role reports directly to the Sales Manager. 

Key Responsibilities

 Territory Ownership & Pipeline Development 

• Own a defined territory of prospective and existing client opportunities 

• Consistently generate and advance qualified opportunities aligned to revenue goals 

• Build and maintain a healthy sales pipeline 

• Identify cross-sell and expansion opportunities within existing relationships 

Lead Generation & Qualification 

• Identify and research prospective clients in target markets 

• Conduct structured discovery and solution fit meetings to assess fit (budget, authority, need, timing) 
• Present OptimaFI's value proposition in early-stage conversations 

• Engage Subject Matter Experts (SMEs) when deeper technical support is needed 

Outreach & Engagement 

• Proactively engage prospects through calls, email, and social selling 

• Deliver clear, solution-oriented messaging tailored to client needs 

• Secure meetings and progress opportunities through early buying stages 

Sales Execution & Deal Advancement 

• Deliver presentations and coordinate proposal development 

• Address objections and support negotiations within approved parameters 

• Advance deals toward close and support renewal conversations when applicable 

CRM & Process Discipline 

• Maintain accurate opportunity records and pipeline updates in Salesforce 

• Ensure visibility into activity, forecasting, and territory performance 

Collaboration & Continuous Learning 

• Partner closely with Sales, Marketing, Product, and Customer Support 

• Share market feedback to improve positioning and messaging 

• Continuously deepen understanding of OptimaFI’s products and services 

Preferred Qualifications

• 4–8 years of full-cycle closing experience with a track record of hitting or exceeding quota in a mid-market B2B environment
• A proven self-sourcer: You've built pipeline from scratch, not inherited a territory or relied on inbound leads to hit your number
• Fintech, payments, lending, or adjacent SaaS background: You understand how financial services buyers think and buy
• Builder mentality: You've operated in an evolving or ambiguous environment and created structure rather than waited for it
• Disciplined in process: Salesforce hygiene, pipeline visibility, and forecasting accuracy are habits, not afterthoughts
• Low ego, high ownership: You take accountability for outcomes, collaborate without friction, and don't need the spotlight to stay motivated
• Clear, confident communicator: Comfortable engaging executive stakeholders and tailoring your message to the buyer, not the script

You'll Thrive in This Role If You:

• Lead with curiosity and ask thoughtful discovery questions 

• Are energized by proactive outreach and relationship building 

• Balance persistence with professionalism 

• Communicate clearly and confidently with executive stakeholders 

• Think strategically about territory growth, not just individual deals 

• Operate with resilience, organization, and strong time management 

• Take pride in exceeding targets and owning results

Why OptimaFI

You will have the opportunity to influence the future of a growing company serving a deeply meaningful customer base. If you’re motivated by results, not title, and you know how to make a small team feel 10X bigger, let's talk.

We offer:

• Competitive salary plus profit sharing.

• Medical, dental and vision coverage plus Flexible PTO, 401(k) match, and WFH stipend.

• Full ownership of the People roadmap—no legacy bureaucracy.

• A leadership team that values straight talk and rapid experimentation.

• The chance to shape a culture that helps community financial institutions - and your own career – thrive.

The annual base salary range for this role is $70,000 – $85,000. This range represents base salary only. In addition to base salary, this role is commission eligible.

We are committed to equitable and transparent compensation practices. Our ranges are informed by market data and reflect the dynamic nature of today’s labor market. Final compensation will be determined based on factors such as experience, skills and location.

*Eligible Remote Locations: AL, AR, AZ, CT, FL, GA, IL, KY, MA, MI, MO, MS, NC, OH, OR, PA, TN, TX, UT, VA, and WI