Customer Account Executive (Enterprise)

What You'll Do:
Billtrust is seeking an experienced Customer Account Executive (Enterprise) to lead efforts in managing and expanding relationships with our largest and most strategic customers. In this role, you will navigate complex enterprise sales cycles focused on upselling and cross-selling our best-in-class, SaaS order-to-cash solutions. Your ability to influence C-level stakeholders, align cross-functional teams, and deliver tailored, high-impact value will be essential to success.

You’ll engage with Fortune 1000 companies and large enterprises with complex billing structures, high transaction volumes, global operations, and multi-departmental decision-making. These organizations rely on scalable, integrated AR and payments platforms that can drive digital transformation, efficiency, and compliance. Your role is to help expand our footprint across these large enterprises by identifying business-critical opportunities and showcasing the value of our cloud-based solutions.

• Manage and grow relationships within existing enterprise accounts, identifying opportunities to expand product adoption across business units, regions, and functions.
• Lead strategic conversations with VP and C-suite stakeholders in Finance, Shared Services, IT, and Procurement to align solutions with enterprise initiatives such as digital transformation, compliance, cost reduction, and working capital optimization.
• Deliver high-impact presentations and product demonstrations tailored to the customer’s industry, internal processes, and executive priorities.
• Collaborate closely with Customer Success, Implementation, Product, and Marketing to ensure alignment and exceptional service throughout the customer lifecycle.
• Create and execute strategic account plans, aligning Billtrust solutions to the client’s evolving needs and roadmap.
• Understand complex enterprise IT landscapes, data security requirements, ERP ecosystems, and compliance frameworks (e.g., SOX, PCI, GDPR), and work with internal teams to ensure solution alignment.
• Provide feedback to internal teams based on market and customer insights to influence product roadmap and service enhancements.
• Navigate procurement processes, contract negotiations, legal redlines, and multi-phase implementation timelines typical of enterprise engagements.

What You'll Bring to the Team:

• Proven success in managing enterprise customer relationships and consistently exceeding targets—3+ years in an enterprise sales role required, preferably in a SaaS or FinTech environment.
• Deep understanding of enterprise buying cycles with deal sizes typically $150K–$1M+ ARR, and the ability to build consensus among multiple internal and external stakeholders.
• Prior experience selling SaaS platforms into complex organizations, ideally in areas such as AR automation, payments, ERP integrations, or broader financial technology.
• Demonstrated ability to lead cross-functional engagements and drive long-term account strategy.
• Familiarity with common enterprise ERPs (e.g., SAP, Oracle, NetSuite) and the integration considerations involved.
• Strong executive communication skills with the ability to present to and influence senior leaders.
• Experience with structured sales methodologies (e.g., MEDDIC, Challenger, Miller Heiman) and pipeline management best practices.
• Analytical mindset with the ability to understand customer KPIs and use data to drive decisions.
• Comfortable working in a fast-paced, collaborative, and metrics-driven environment.
• Proficiency with Salesforce.com or other enterprise CRM tools.
• Ability to travel up to 20% for key client meetings and on-site presentations.

The expected base salary range for this position is $80,000 - $100,000 annually.
Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.