Sales & Account Executive - Northeast Region

Who are we?

At Finastra, we are a dynamic global provider of open finance software solutions, dedicated to expanding access to financial services. Our innovative applications span Lending, Payments, Treasury and Capital Markets, and Universal Banking. Proudly serving over 8,000 customers, including 45 of the world's top 50 banks, we aim to boost financial inclusion for all. Join us and be part of a vibrant company that embraces diverse perspectives, and is committed to doing well by doing good.

Applicants for this position must be located in CT, DE, MA, MD, ME, NJ, NY, PA, RI, or VT.

What will you contribute?

As an Account Executive at Finastra, you will play a critical role in expanding and retaining business within a portfolio of existing Bank, Credit Union, and Financial Institution clients. Your primary focus will be to drive renewals with added value and uncover/close new revenue through strategic cross-selling and up-selling of Finastra's Lending and Mortgage Solutions, including LaserPro and Mortgagebot. By building strong executive relationships and deeply understanding each client's business goals and operational landscape, you will act as a trusted advisor-aligning our technology solutions to deliver measurable impact. Success in this role means exceeding client expectations, achieving revenue growth targets, and becoming a catalyst for innovation and transformation within your accounts.

• Cultivate and maintain strategic relationships with key stakeholders across a defined set of existing customer accounts.

• Lead the renewal process while identifying and closing opportunities to expand Finastra's footprint through additional product offerings.

• Develop tailored account strategies that align Finastra's solutions with each client's business goals and industry challenges.

• Collaborate closely with internal teams including Solution Consulting, Value Engineering, and Client Services to deliver value-driven proposals.

• Serve as the escalation point for client issues, driving resolution while maintaining high customer satisfaction.

• Conduct regular business reviews and strategic planning sessions with clients to ensure continued alignment and value delivery.

• Maintain accurate and up-to-date sales pipeline data and account plans in Salesforce to support forecasting and performance tracking.

• Meet or exceed assigned sales targets, consistently delivering against revenue and growth objectives.

• Stay current on Finastra's offerings, industry trends, and competitive landscape to effectively position our value proposition.

• Champion a customer-first mindset while driving adoption and utilization of Finastra's broader solution portfolio.

• Travel required up to 35%.

• Minimum 5+ years of experience in B2B sales and account management, ideally within the fintech or enterprise software space.

• Proven track record of growing existing accounts and closing cross-sell/up-sell opportunities.

• Proven record of building and managing a sales pipeline and achieving/exceeding quota.

• Strong interpersonal and communication skills with the ability to influence and engage senior-level stakeholders.

• Demonstrated experience developing account plans and managing complex sales cycles within Financial Institutions.

• Proficient in Salesforce and sales forecasting methodologies.

• Strong business acumen and consultative approach to solution selling.

• Exceptional written, verbal, presentation, and interpersonal communication skills with stakeholders.

• Ability to collaborate across functional teams and lead virtual account teams toward shared goals.

• Self-starter with a results-oriented mindset and a passion for helping clients succeed.

• Bachelor's degree or equivalent experience.