What you’ll do

New Business Development

• Own and exceed your annual new logo booking quota through strategic prospecting and consultative selling
• Build and manage a robust pipeline (3x quota minimum) of qualified opportunities within your assigned territory
• Identify and engage C-level executives (CFOs, Treasurers, VPs of Finance) at enterprise organizations ($500M+ revenue)
• Uncover business initiatives and pain points related to cash management, liquidity planning, payment operations, FX risk, and working capital optimization

Sales Execution

• Conduct discovery to understand complex treasury and finance workflows, identifying opportunities where Kyriba delivers transformational value
• Orchestrate complex sales cycles (typically 90-180 days) involving multiple stakeholders including economic buyers, technical buyers, and champions
• Deliver compelling presentations and demonstrations that articulate Kyriba's value proposition at the CFO level
• Navigate procurement, legal, and security reviews to close deals successfully
• Collaborate cross-functionally with Pre-Sales, Value Engineering, Product, Legal, and Professional Services teams
• Leverage account-based marketing principles to create targeted campaigns for key accounts

Pipeline & Forecast Management

• Maintain accurate forecasting in Salesforce.com with disciplined pipeline management and opportunity progression
• Generate leads through social selling (LinkedIn Sales Navigator), networking, industry events (Kyriba Live), and strategic outreach
• Partner with BDRs and Marketing to convert qualified leads into opportunities
• Document and execute your Route to Success (RTS) strategy for territory planning and pipeline generation

Customer Handoff

• Ensure smooth transition of new customers to the Account Management team post-sale
• Maintain relationships during implementation phase to support customer success
• For deals >$250K ACV, may retain account ownership for 12 months from contract start date

What you bring

Required Qualifications

• 5+ years of enterprise software sales experience with a proven track record of exceeding quota
• Demonstrated success selling complex SaaS solutions to C-level executives (CFO, Treasurer, VP Finance)
• Strong understanding of corporate finance, treasury operations, or financial technology solutions
• Experience managing full sales cycles from prospecting through contract negotiation and close
• Consistent achievement of 100%+ of quota with documented success closing deals $100K-$500K+ ACV
• Excellent communication skills – ability to articulate complex value propositions clearly and compellingly
• Proficiency in Salesforce.com and sales productivity tools (Gong, LinkedIn Sales Navigator, etc.)
• Bachelor's degree in Business, Finance, or related field

Preferred Qualifications

• Experience selling treasury management systems (TMS), ERP solutions, or financial software
• Background in corporate treasury, cash management, or financial risk management
• Knowledge of banking relationships, payment operations, FX hedging, or working capital optimization
• Experience in account-based selling and navigating complex organizational structures
• Track record in high-growth SaaS companies or fintech environments
• MBA or advanced degree in Finance or Business
• Willingness to travel up to 30-40% for customer meetings, industry events, and team meeting