Enterprise Account Executive – Custody Banks

Position Overview

Saphyre is seeking an experienced Enterprise Account Executive to drive new revenue within global custody banks and asset servicing institutions.

This role is responsible for owning and executing the full enterprise sales cycle — from pipeline generation through close — using a disciplined, repeatable methodology. The AE will be paired with a senior Strategic Product Sales Lead (former custody industry executive) who will support executive access, industry positioning, and value articulation.

The Account Executive owns the sales process and deal execution. The Strategic Product Sales Lead owns positioning, executive access, and value articulation.

This role sells into large, Tier 1 financial institutions with complex procurement, security, and regulatory requirements.

Key Responsibilities

Pipeline Generation & Territory Development

• Develop and execute a clear territory and account penetration strategy.
• Generate pipeline through outbound prospecting, strategic account planning, and partnership with the Product Sales & Strategy Lead.
• Drive consistent top-of-funnel activity (meetings, executive engagement, multi-threading).
• Maintain 3–5x pipeline coverage against quota targets.

Enterprise Sales Execution

• Own the end-to-end sales process for custody bank opportunities.
• Lead structured discovery aligned to MEDDICC qualification.
• Identify Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion, and Competition early and consistently.
• Build and advance a clear close plan for each opportunity.
• Run deal strategy sessions with the Product Sales & Strategy Lead.

Deal Advancement & Qualification Discipline

• Rigorously qualify opportunities before forecasting.
• Proactively remove deal blockers.
• Drive executive alignment and multi-threading within accounts.
• Maintain accurate close dates and probability assessments.
• Demonstrate strong forecast accuracy.

Process & CRM Rigor

• Maintain meticulous CRM hygiene in HubSpot.
• Track all activities, notes, next steps, MEDDICC fields, and close plans.
• Follow a rigorous Sales Process and qualification methodology
• Value selling & MEDDICC
• Prepare structured account plans and deal reviews for leadership.
• Refine approach based on performance data and feedback

Cross-Functional Deal Leadership

• Coordinate the buying process with the customer: processes such as
• vendor due diligence
• InfoSec
• TPRM
• Architecture reviews
• Legal/procurement
• Partner with Solutions, Product, Legal, and Implementation teams to advance deals.
• Ensure smooth internal handoffs post-sale.

Qualifications

• 7–12+ years enterprise SaaS sales experience selling into Tier 1 financial institutions.
• Proven experience closing complex, multi-stakeholder deals.
• Demonstrated use of MEDDICC or similar qualification framework (Force Management experience a plus).
• Experience navigating custody bank procurement, security, and risk review processes strongly preferred.
• Track record of consistent quota attainment.
• Strong CRM discipline (HubSpot experience a plus).
• Executive presence and comfort engaging C-suite stakeholders.

Why This Role Is Unique

• You will be paired with a highly credible former custody industry executive who will help open doors and elevate executive conversations.
• You focus on disciplined execution while benefiting from built-in industry access and credibility.
• You will help build a scalable, process-driven revenue engine within fintech infrastructure.