Akoya

Provides API-based consumer-permissioned financial data access

Strategic Financial Institution Sales

Account ExecutiveUpdated on Nov 13

Full-timeBoston, MA, USA$140k - $180k /yr

About the Job

Requirements

A bachelor's degree is required.
Experience successfully selling into banking or credit unions, core or digital banking providers, and the broader financial services sector is required.
At least 10 years of successful sales experience in an established technology startup or commercial business-to-business environment is required.
A proven track record in consultative sales and complex sales cycles is required.
Exposure to software products and tools in the data management space is required.
Ability to travel up to 40% of the time is required.

Responsibilities

Build a high-quality pipeline through a prospecting strategy and structured sales activities.
Present knowledgeably on Akoya's product solutions and their value to prospective clients.
Work with internal and external product, marketing, legal, risk, technology, customer success, operations, finance, and procurement teams to execute agreements.
Demonstrate knowledge of the Open Banking and Open Finance space and understand clients' businesses and how to support their organizational objectives.
Define and manage a sourcing strategy that uses available resources to identify sales opportunities suited to Akoya's offering.
Follow up on leads with structured sales activities and guide prospects to the next step in decision-making.
Define and revise success factors for prospect decisions and course-correct as needed.
Apply sales methodology to negotiate and close deals that positively affect Akoya's contribution margin.
Record all interactions in Salesforce.
Consult with and engage prospects by gathering their needs, establishing credibility, recommending solutions, and developing mutually beneficial contracts.
Conduct informed prospect interviews to understand the prospect's business, identify potential value, and determine appropriate solutions.
Identify and engage decision-makers at prospect organizations, applying knowledge of the factors that influence them.
Increase Akoya's industry profile and build and maintain relationships by anticipating and meeting partners' needs.
Support marketing, product development, technology, and client success teams by identifying opportunities and reviewing the competitive landscape.
Increase market awareness and Akoya's brand by hosting or attending targeted industry events and conferences.
Provide Akoya's leadership team with regular feedback on the market and competitive landscape to identify current and future business opportunities.

Desired Qualifications

An advanced degree is preferred.
Financial services institutional sales experience with a software-as-a-service provider is preferred.
Experience with data aggregation or data sharing is preferred.
Experience marketing or selling products and services as part of a commercial business is preferred.

We’re growing and need a sales leader to sell our services into financial institutions. As a key member of the Growth Team, we are looking for an experienced, strategic, high-energy, hands-on, results-oriented sales executive with a proven track record of institutional sales success. You will also be asked to form sales strategies to meet our client growth goals within our financial institutions’ segment, all leading to strong product adoption and continuous revenue growth. You will be responsible for developing and executing a sales plan that leverages the application of a consistent approach to identifying and engaging with prospect decision-makers and effectively negotiating contracts. You will also act as a key contributor to the growth strategy of Akoya, building brand awareness and industry relationships. This job has the potential for serious impact and growth at a scaling company on an honorable mission!

Development and Execution of Sales Plan

Build a high-quality pipeline through a strong prospecting strategy with structured sales activities that yield results
Present knowledgeably on all aspects of Akoya’s product solutions and their relative value to prospective clients
Work across internal and external product, marketing, legal, risk, technology, customer success, operations, finance, and procurement teams to execute agreements
Demonstrate knowledge of the Open Banking/Open Finance space, with understanding of client’s business and how to add value to client’s existing organizational objectives
Define and manage a strong sourcing strategy, one that leverages available resources and effectively identifies sales opportunities with relative value to the Akoya offering
Proactively follow up on leads, with structured sales activities that yield results, bringing prospects to the next step in decision-making
Consistently define (and redefine) success factors for prospect decisions, with course correction as needed
Effectively apply sales methodology to negotiate and close deals that will positively impact Akoya’s contribution margin
Detail all interactions in Salesforce

Consultative Selling

Proactively consult to and engage prospects by gathering needs and wants, establishing credibility, recommending solutions, and developing a contract that produces mutually beneficial results for Akoya and prospective client
Conduct prospect interviews with informed dialogue that demonstrates baseline understanding of prospect’s business and enables us to further pinpoint potential value and determine appropriate solutions
Apply consistent approach to identifying and engaging with decision-makers at prospect organizations; demonstrate knowledge about the factors that influence these decision-makers

Business Development Strategy

Increase the profile of Akoya within the industry; build and maintain relationships by partnering, understanding, anticipating, and meeting their needs on a timely basis
Act as a resource for marketing, product development, technology, and client success teams by identifying new opportunities and reviewing the competitive landscape
Increase market awareness and enhance Akoya brand by hosting and/or attending targeted industry events and conferences
Regularly provide feedback to the Akoya leadership team on the market and competitive landscape to identify current and future business opportunities

Required Experience & Skills

Bachelor's degree required; advanced degree preferred
Requires experience with successfully selling into the banking/credit union, core/digital banking provider and broader financial services space
10+ years of successful sales experience in an established technology startup or commercial B2B.
Proven track record with consultative sales and success with complex sales cycles
Exposure to software products and tools in the data management space.
Ability to travel up to 40% of the time.

Preferred Experience/Skills

Financial services institutional sales experience with a SaaS provider
Data aggregation/data sharing experience
Experience in marketing/selling products and services as part of a commercial business

About the Company

Akoya

Provides API-based consumer-permissioned financial data access

Akoya provides an API-based data access network for financial services that enables consumer-permissioned data sharing without exposing login credentials. Through the Akoya Data Access Network, banks, credit unions, wealth managers, fintechs, and data aggregators connect via a single integration to access data using the Financial Data Exchange (FDX) standard, while Akoya neither copies nor stores the data passing through its network. The platform manages data-sharing relationships on behalf of participants, simplifying the process by removing the need for many bilateral agreements and offering consumer consent controls to grant or revoke access. Its goal is to enable safe, scalable, and user-controlled open finance data sharing across the financial services ecosystem.

Company size: 51-200
Company stage: Not listed
Total funding: Not listed
Headquarters: Boston, MA
Founded: 2018

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