Senior Account Executive

The Role

We're looking for a high-performing Senior Account Executive who thrives in complex B2B sales environments and knows how to win in fintech. As a senior member of our Sales team, you will own our largest and most complex opportunities and help set the standard for how Astra sells. You will work closely with Astra leadership and operate as a relentless “hunter” to identify opportunities, clearly articulate and educate our value proposition, and close key stakeholders.

The ideal candidate has a strong track record in B2B SaaS sales, experience selling payments or financial technology solutions, and a disciplined, data-driven approach to managing pipeline and forecasting. You have carried multi-stakeholder enterprise cycles through procurement, technical review, and legal, and you have displaced an incumbent provider more than once. If you're competitive, consultative, and energized by closing meaningful deals, we'd love to talk.

What You’ll Do

• Become an expert in all things payments, from how the Astra platform works to the various payment rails and routes.
• Own the full cycle on Astra's most strategic opportunities, from first touch through procurement, technical review, legal redlines, and signature.
• Lead executive-level presentations and technical deep-dives.
• Multithread across the economic, technical, and compliance buyers so that no deal rests on a single champion.
• Develop creative outbound strategies to create and nurture opportunities.
• Sell consultatively and competitively, staying proactive and strategic throughout the sales cycle. Build and defend the business case against both the incumbent and the option to do nothing.
• Forecast with discipline. Commit to dates you can defend and state the assumptions they depend on.
• Leave no stone unturned - you're a self-starter and take the initiative to get things done before being asked.
• Dig into the customer's business and uncover the intrinsic motivations that enable you to position the right solution with confidence.
• Be a multiplier for the business by channeling the voice of the customer internally to influence product roadmaps and go-to-market strategy.
• Raise the bar for the team. Share what works, help onboard new AEs, and contribute to the playbook as we build it.
• Apply AI tools to sharpen your research, automate workflows, and increase your overall output.
• Collaborate closely with our Integrations, Engineering, and Compliance teams for seamless sales and onboarding execution.

What We’re Looking for

Required Experience

• 8+ years of full-cycle B2B sales experience, including at least three years selling payments or financial technology to enterprise or upper mid-market buyers.
• A track record of closing larger, multi-stakeholder deals, including navigating procurement, RFP questionnaires, and legal redlines without losing momentum.
• Executive presence. You can present to a C-suite audience without a deck carrying you, hold a thread under interruption, and answer the question actually asked.
• Demonstrated success in prospecting and consultative sales with strong discovery skills, empathy, and the ability to close business.
• Fluency in technical product sales within the FinTech or Payments ecosystem. You can translate rails, settlement timing, and program mechanics into money and time for the customer, and say plainly what we cannot do.
• Excellent interpersonal and communication skills, with a strong sense of self-awareness and emotional intelligence that enable you to build trust fast and speak confidently with stakeholders at any level.
• Focused and disciplined approach to outbound outreach, allowing you to build and accelerate pipeline independent of inbound demand.
• Ability to thrive in ambiguity - you bring your own structure, and you are still coachable.
• Highly collaborative and team focused, efficiently coordinating with external partners and internal resources.
• Ability and willingness to travel up to 25% annually.

What We Offer

• Competitive compensation with equity in a growing fintech company.
• Remote-first culture with flexible working arrangements
• Small team, big impact - your work directly supports Astra’s ability to scale responsibly
• Professional growth opportunities in compliance and risk management
• Mission-driven - build infrastructure that powers financial innovation while meeting the highest regulatory standards