Sales Executive - New Logo (Named Accounts)

The Sales Executive – New Logo (Named Accounts) is responsible for driving net-new customer acquisition across the largest target financial institutions - Banks and Credit Unions with $20B+ in assets under management (AUM). This role is a strategic, enterprise sales position focused on originating, developing, and closing complex, multi-stakeholder deals with some of the most sophisticated financial institutions in the U.S.

Reporting to the Director of Sales - Named, you will own the full sales cycle - from account targeting and executive engagement through deal negotiation and close - working closely with Product, Solution Engineering, Marketing, and Executive Leadership. This is a high-visibility role for a consultative seller who thrives in long sales cycles, understands regulated financial environments, and knows how to sell transformational platforms into the C-suite.

Key Responsibilities

New Logo Acquisition & Pipeline Development:

• Target a named list of enterprise prospect accounts (Banks & Credit Unions $20B+ AUM) and develop multi-year account penetration strategies.
• Source, qualify, and advance net-new opportunities through complex, consultative sales cycles.
• Build and manage a robust pipeline aligned to annual new logo revenue targets.
• Navigate long buying cycles involving executive leadership, IT, compliance, risk, and procurement teams.
• Position Blend as a strategic platform partner, not just a point solution.

Executive Engagement & Deal Leadership:

• Build trusted relationships with C-suite and senior executives (CEO, CIO, CDO, Head of Lending, Head of Digital).
• Lead discovery, value articulation, and ROI-based business cases tailored to enterprise institutions.
• Drive pricing, contract negotiation, and deal structuring in partnership with Legal and Finance.
• Orchestrate internal and external stakeholders to move deals forward efficiently.

Cross-Functional Collaboration:

• Partner with Solution Engineers to deliver compelling, outcome-driven demos and technical validation.
• Collaborate with Product and Marketing to align customer needs with roadmap and messaging.
• Ensure seamless handoff to Client Sales and Customer Success post-close.

Forecasting & Reporting:

• Maintain accurate pipeline, forecasts, and activity tracking in Salesforce.
• Communicate deal progress, risks, and next steps clearly to sales leadership.
• Develop and execute account strategies to drive revenue growth, targeting 10-15% annual expansion (e.g., additional licenses, premium modules).
  • Own and Plan Renewal Strategies designed to uplift PFL, drive revenue and encourage Blend usage.
• Organize the selling of partner products that are part of the overall blend ecosystem.
• Identify cross-sell/upsell opportunities in collaboration with Senior Professional Services Consultant, using customization and adoption insights.
• Lead Quarterly Business Reviews (QBRs) with executive stakeholders, presenting ROI and strategic roadmaps.

Relationship Management:

• Build and maintain C-level relationships with client executives, ensuring alignment on business objectives.
• Act as the escalation point for strategic issues (e.g., major compliance disputes, contract renewals).

Team Coordination:

• Partner with Senior Professional Services Consultant and Training & Enablement Specialist to align on customization needs, feature adoption, metrics, and training outcomes.
• Own and Expand Annual Services Spend/ P&L .
• Coordinate with the centralized due diligence team for executive-level TPRM/due diligence escalations.

Reporting:

• Maintain CRM updates (e.g., Salesforce) on account health, opportunities, and risks.
• Track expansion metrics and retention rates for leadership reporting.

Qualifications

Experience:

• 7–10+ years of enterprise SaaS sales experience selling to large ba