Strategic Account Executive - US Remote

About this role

Insight Assurance is a global audit firm on a mission to transform how organizations achieve cybersecurity and compliance. Founded by former Big 4 (EY) professionals, we deliver next-generation audit services across SOC 2, ISO 27001, PCI DSS (QSA), HITRUST, CMMC (C3PAO), and FedRAMP (3PAO) frameworks.

We’re not your traditional audit firm — we’re tech-enabled, leveraging compliance automation and advanced collaboration tools to make audits faster, smarter, and more impactful for our clients.

Recognized on the Inc. 5000 and Fast 50 lists, Insight Assurance is one of the fastest-growing global audit firms, with 170+ professionals supporting nearly 2,000 clients across the Americas, EMEA, and APAC.

Role Overview

This is a strategic, consultative enterprise sales role — not a transactional one. You'll own a portfolio of named enterprise accounts and greenfield opportunities across key verticals (healthcare, financial services, technology, DoD/DIB, government contracting), running complex 6–18-month sales cycles and building C-suite relationships that generate long-term, multi-service revenue. You know the compliance landscape, command a boardroom, and close enterprise deals that others can't.

Key Responsibilities

Pipeline & Revenue

• Own a named account list and enterprise territory — build and execute an account strategy that penetrates high-value targets across assigned verticals.

• Drive the full sales cycle from outreach through close — managing multi-stakeholder opportunities, MSA and SOW negotiation, and multi-year contract terms.

• Consistently achieve and exceed quarterly and annual revenue quotas; maintain accurate pipeline forecasting and deal-stage discipline in CRM.

• Generate enterprise pipeline through outbound prospecting, executive referrals, partner channels, and industry events.

Executive Relationships

• Build trusted advisor relationships with CISOs, CTOs, CFOs, and Heads of Compliance — developing multi-threaded engagement across the buying committee.

• Develop deep account intelligence on organizational structure, compliance obligations, and risk priorities — connecting Insight Assurance's services to each client's strategic outcomes.

• Maintain executive visibility and preference throughout long procurement timelines; map and manage champions, influencers, and economic buyers within every target account.

Consultative Selling & Positioning

• Lead discovery conversations that uncover compliance obligations, audit timelines, multi-framework needs, and risk drivers that create urgency and justify investment.

• Position the full IA service portfolio — SOC 2, ISO 27001, PCI DSS, HITRUST, CMMC, FedRAMP, penetration testing — as integrated solutions tailored to each enterprise client's compliance architecture.

• Coordinate with practice leaders and delivery teams to develop customized proposals, presentations, and RFP/RFI responses that are technically accurate and commercially competitive.

• Stay current on compliance framework developments and regulatory changes; lead credible, informed conversations with sophisticated enterprise buyers.

Account Expansion & Retention

• Identify and pursue expansion opportunities within named accounts — additional service lines, new business units, subsidiary orgs, and multi-year renewals.

• Partner with Customer Success on executive business reviews and renewal conversations; maintain the executive relationship throughout the client lifecycle.

• Develop account growth plans mapping whitespace, multi-year compliance roadmaps, and cross-sell opportunities across the IA portfolio.

Cross-Functional Collaboration

• Partner with BDRs on territory strategy, outbound prioritization, and enterprise engagement coaching.

• Collaborate with Marketing on ABM campaigns and enterprise thought leadership that drives pipeline in named accounts.

• Maintain rigorous CRM hygiene — all enterprise activity logged, opportunities updated weekly, forecasts submitted on time.

• Provide structured market and competitive feedback to practice leaders, marketing, and sales leadership.

Key Performance Indicators

Annual Recurring Revenue (ARR) Quota: $500K per quarter / $2M annually

Pipeline Coverage Ratio: 3x–4x of quarterly quota in qualified pipeline at all times

Average Deal Size: $10K

Sales Cycle Management: Disciplined stage progression with ≤30-day average time between stage advances

Win Rate (Qualified Enterprise Opportunities): ≥25%

CRM Accuracy: 100% of active opportunities updated weekly; forecast submitted on time

Hunting: Minimum 20% of pipeline self-sourced

Required Qualifications

• 4+ years of B2B sales experience, with a minimum of 3 years in an enterprise or strategic accounts role carrying a quota of $1M+ ARR.

• Demonstrated track record of closing complex, multi-stakeholder enterprise deals with 6–18 month sales cycles — including MSA and multi-year contract negotiation.

• Proven ability to build and sustain executive-level relationships (CISO, CTO, CFO, VP-level) across large organizations and navigate complex buying committees.

• Experience in both hunting and closing roles.

• Experience selling professional services, cybersecurity, compliance, SaaS, or audit/assurance solutions into enterprise or mid-market accounts strongly preferred.

• Strong consultative selling skills — you lead with discovery, connect deeply to business outcomes, and build compelling business cases for senior decision-makers.

• Excellent communication and presentation skills — able to command a boardroom, simplify complex compliance concepts, and tailor messaging to both technical and executive audiences.

• Highly proficient in CRM platforms (HubSpot, Salesforce, or equivalent) and enterprise sales tools; disciplined approach to pipeline management and forecasting.

• Self-directed, organized, and accountable — able to manage a complex enterprise territory and multiple concurrent opportunities with minimal oversight.

• Bachelor's degre

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