Sr Account Executive

Job Description

REQUIREMENTS

• 7+ years of enterprise SaaS sales, with a consistent record of carrying and closing multi-faceted, multi‑stakeholder, multi-million dollar ACV quotas.
• Demonstrated top-of-org performance: President’s Club, top-decile quota attainment, or equivalent recognition at a high-growth SaaS or technology company.
• Proven hunter with a track record of sourcing and closing new logos in Asia, not just expanding existing accounts. Comfortable operating across cultures, languages, and regulatory environments.
• Experience selling API, SDK, or white-label embedded solutions, with the ability to translate technical product capabilities into clear commercial outcomes.
• Strong command of enterprise deal mechanics: pricing and margin analysis, multi-year contract structuring, revenue-share models, commercial and legal negotiation.
• Experience closing multi-stakeholder, multi-year agreements in APAC markets, with comfort operating across cultures, regulatory environments, and time zones.
• Methodical sales operator: value selling discipline, high CRM hygiene, rigorous forecasting, and executive-level communication and presentation.
• Self-starter with urgency, resilience, and the hunger to close, comfortable with ambiguity and the pace of a high-growth environment.
• Demonstrated passion for continuous self-improvement and learning, sharing knowledge with the team to continue raising the bar.
• Excellent written and verbal English; additional Asian language fluency is a strong plus.
• Willingness to travel up to 50% across APAC.
• No ego. Strong focus on doing what is right for the customer and the company.

Preferred

• Experience in travel fintech, ancillary revenue, or embedded insurance and protection products.
• Familiarity with PSS ecosystems (Amadeus, Sabre, Navitaire) and how airlines manage ancillary distribution.
• Exposure to loyalty, rewards, or co-branded financial products as it relates to travel commerce.
• Prior experience working with or selling into financial institutions on travel-adjacent card or rewards products.

RESPONSIBILITIES

• Carry and consistently exceed a multi-million dollar ACV quota across APAC, with a primary focus on airlines, financial institutions, Hotels, and OTAs.
• Own outbound prospecting and pipeline generation end to end: identify whitespace, prioritize targets by revenue potential and strategic fit, and drive first meetings through executive outreach and partner channels.
• Build and maintain a healthy, accurately forecasted pipeline with rigorous CRM discipline and stage-by-stage close plans.
• Run a disciplined, full-cycle enterprise sales motion from discovery and qualification through commercial negotiation, legal execution, and contract signature.
• Adhere to business processes and collaborate with Product, Finance, Legal teams from pre‑sales through implementation and launch.
• Lead multi-stakeholder deal cycles across product, finance, legal, and C-suite counterparts at target accounts.
• Build business cases that quantify the ancillary profit opportunity for partners, grounded in HTS Fintech’s pricing data, attach-rate benchmarks, and revenue-share economics
• Negotiate and close multi-year agreements with durable commercial terms, including revenue-share structures, exposure commitments, and expansion provisions.
• Map whitespace across APAC verticals, develop account-level sales plans, and prioritize coverage of Tier 1 and Tier 2 targets.
• Feed market intelligence back to Product, Pricing, and Leadership to influence roadmap, localization priorities, and new monetization opportunities.
• Represent HTS at industry events and executive forums across the region.
• Comfortable working with a globally distributed team.
• Collaborate with Solutions, Product, Legal, and Finance from pre-sales through implementation and launch to ensure deals close and partners go live.
• Partner with RevOps to maintain forecast accuracy and pipeline hygiene at the standard expected by executive leadership.

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