The Role
Own the full new-logo sales cycle for tax data and transcript solutions, from territory planning and outbound prospecting through closing and implementation handoff. Sell SaaS, API, data, and workflow solutions to banks, lenders, fintechs, and regulated financial-services organizations. Build self-generated pipeline, manage complex multi-stakeholder opportunities, quantify ROI, navigate security and procurement reviews, maintain Salesforce forecasts, and achieve net-new bookings or ARR quota.
Summary Generated by Built In
About Zenwork
Zenwork is a cloud and API-based tax automation and compliance technology company helping businesses, financial institutions, accounting professionals, and technology platforms simplify critical tax, verification, and regulatory workflows. Our products—including Tax1099 and Compliancely—support high-volume compliance and data workflows for organizations ranging from growing businesses to major enterprise platforms. We are building technology that makes tax compliance and trusted data easier to access, automate, and operationalize.
The OpportunityZenwork is building a growth business around Tax Data & Transcript Solutions, and we are looking for a proven new-logo hunter to help lead that expansion. You will create pipeline, develop strategic accounts, and close new business by helping lenders and financial-services organizations use verified IRS data to make faster, safer, and more efficient decisions.
You will own the sales cycle from prospecting through signature and implementation handoff. The strongest candidate will combine measurable sales performance with credibility in regulated financial services and the ability to sell data, SaaS, API, or workflow solutions across business, technical, risk, compliance, security, procurement, and executive stakeholders.
The Profile We Are Looking ForA successful candidate is a metrics-driven Account Executive who can show strong sales performance. We want someone who can excel at quota attainment, booking new ARR/bookings, increasing average deal size, shortening sales-cycle length, pipeline creation, improving win rates along with competitive wins.
Direct tax transcript or income-verification experience is highly valuable, but it is not the only path. We will also consider high-performing sellers from lending technology, credit or fraud data, fintech infrastructure, financial-data platforms, regtech, or API-enabled SaaS who have successfully sold into banks, lenders, fintechs, or similarly regulated organizations.
Who You Will Sell To- Banks, credit unions, SBA and commercial lenders, and other financial institutions.
- Fintech and embedded-lending platforms.
- Mortgage, factoring, equipment-finance, and specialty-finance organizations.
- Selected tax, accounting, and financial-services organizations with high-value verified tax-data use cases.
- Buyers and influencers across lending, underwriting, credit, risk, fraud, operations, compliance, tax, technology, information security, procurement, and executive leadership.
- Achieve or exceed an assigned annual net-new bookings/ARR quota for Tax Data & Transcript Solutions.
- Own the full new-logo sales cycle: target-account development, prospecting, qualification, discovery, demonstration, business case, solution validation, pricing, contracting, negotiation, close, and implementation handoff.
- Build a focused territory and named-account strategy around the highest-value segments, use cases, trigger events, competitive displacement opportunities, and strategic relationships.
- Generate approximately 50% of your own qualified pipeline through disciplined outbound prospecting, account-based outreach, referrals, industry relationships, partners, events, and coordinated campaigns with Marketing and Sales Development.
- Develop executive relationships and multi-thread opportunities across business, technical, risk, compliance, InfoSec, legal, procurement, and finance stakeholders.
- Run rigorous discovery that identifies the customer's current workflow, business pain, transaction volume, decision process, integration needs, risk requirements, and measurable economic impact.
- Build a quantified value case around outcomes such as faster lending and verification decisions, reduced fraud and credit risk, improved turnaround time, lower manual effort, stronger compliance, and improved customer experience.
- Deliver tailored demonstrations and solution presentations that connect Zenwork's capabilities directly to the prospect's workflow and business case.
- Navigate API/integration discussions, security reviews, legal and procurement processes, pilots, pricing structures, and other requirements common to complex financial-services sales.
- Use disciplined qualification and mutual action plans to create urgency, identify deal risk early, and maintain accurate next steps, close dates, pipeline stages, and forecasts in Salesforce.
- Partner with Sales Engineering, Product, Engineering, Compliance, Legal, Finance, Implementation, and Customer Success to advance opportunities without overcommitting product or delivery capabilities.
- Create implementation-ready customers and identify logical expansion opportunities during the first year of the relationship.
- Capture competitive intelligence and customer feedback that improves Zenwork's product positioning, packaging, pricing, roadmap, and go-to-market strategy.
- Represent Zenwork at relevant lending, fintech, tax, compliance, and financial-services conferences and customer meetings.
- 3-5 years of quota-carrying B2B sales experience, including meaningful new-logo acquisition experience in SaaS, data, fintech, regtech, lending technology, financial technology, or a comparable complex solution.
- A documented history of meeting or exceeding quota. Candidates should be prepared to discuss specific performance metrics, including quota attainment, revenue/bookings produced, average deal size, pipeline generation, and sales-cycle length.
- Demonstrated success generating your own pipeline rather than relying primarily on inbound demand or SDR-created opportunities.
- Experience selling into banks, lenders, fintechs, financial-services organizations, or another regulated industry with complex buying processes.
- Experience navigating multi-stakeholder sales involving executive buyers, technical evaluators, InfoSec, compliance, legal, procurement, and finance.
- Strong consultative and value-based selling skills with the ability to quantify business impact and articulate ROI.
- Experience managing complex opportunities and maintaining accurate pipeline, qualification, and forecasts in a CRM.
- Strong executive presence, discovery, presentation, negotiation, and written communication skills.
- Ability to learn technical, regulatory, and workflow concepts quickly and communicate them accurately without overstating capabilities.
- High ownership, resilience, curiosity, competitiveness, sound judgment, and comfort operating in a fast-moving growth environment.
- IRS tax transcripts, income or employment verification, or tax-data solutions.
- Lending technology, loan origination, underwriting, credit decisioning, portfolio monitoring, or borrower verification.
- Credit, identity, fraud, risk, or financial-data platforms.
- Fintech infrastructure, banking technology, or API-based financial-services products.
- Tax technology, accounting technology, regtech, or other compliance-oriented SaaS.
- Working knowledge of IRS transcript products, Forms 4506-C and 8821, authorization/consent concepts, and related security or compliance considerations.
- Existing relationships with buyers in commercial banking, SBA lending, mortgage, specialty finance, fintech, or adjacent financial-services markets.
- Experience selling API-enabled or workflow-integrated products alongside Sales Engineers or technical product specialists.
- Experience with usage-based pricing, volume commitments, pilots, enterprise contracting.
- Salesforce, Outreach, ZoomInfo, or comparable CRM, sales-engagement, and prospecting-tool experience.
- Bachelor's degree or equivalent relevant professional experience.
- Net-new bookings/ARR attainment.
- Self-generated pipeline and total qualified pipeline coverage.
- Win rate, average contract value, sales-cycle velocity, and forecast accuracy.
- Quality of discovery, executive access, multithreading, quantified business cases, and mutual action plans.
- CRM and pipeline discipline.
- Implementation-ready deals that become adopted, referenceable, and expansion-ready customers.
First 30 days: Become fluent in Zenwork's tax-data and transcript value proposition, target markets, core use cases, competitive landscape, sales process, and relevant compliance concepts; build an approved territory and named-account plan.
By 60 days: Independently run discovery and demonstrations, establish consistent outbound production, create qualified pipeline, and demonstrate strong CRM and forecasting discipline.
By 90 days: Advance a healthy portfolio of opportunities with multithreading, executive access, quantified business cases, and mutual action plans; demonstrate a credible path to full quota productivity.
First year: Meet or exceed quota and create customers that implement successfully, adopt the solution, expand over time, and can become references for Zenwork.
Compensation & BenefitsZenwork offers competitive base compensation plus uncapped variable compensation and a comprehensive benefits package, including 401(k), PTO, medical coverage for eligible employees and dependents, and other company-sponsored benefits. Final compensation will be based on experience, role scope, and hiring location.
Equal Employment OpportunityZenwork values diversity and does not discriminate based on race, color, religion, sex, national origin, age, disability, genetic information, veteran status, or any other status protected by applicable law. We are committed to providing equal employment opportunities to all applicants and employees and fostering an inclusive and respectful work environment. Reasonable accommodations are available for qualified individuals with disabilities.
Skills Required
- 3-5 years of quota-carrying B2B sales experience, including meaningful new-logo acquisition in SaaS, data, fintech, regtech, lending technology, financial technology, or a comparable complex solution
- Documented history of meeting or exceeding quota, with measurable quota attainment, revenue or bookings, average deal size, pipeline generation, and sales-cycle performance
- Demonstrated success generating an independent sales pipeline
- Experience selling into banks, lenders, fintechs, financial-services organizations, or another regulated industry with complex buying processes
- Experience navigating multi-stakeholder sales involving executive buyers, technical evaluators, information security, compliance, legal, procurement, and finance
- Strong consultative and value-based selling skills, including quantifying business impact and articulating ROI
- Experience managing complex opportunities and maintaining accurate CRM pipeline, qualification, and forecasts
- Strong executive presence, discovery, presentation, negotiation, and written communication skills
- Ability to learn and accurately communicate technical, regulatory, and workflow concepts
- High ownership, resilience, curiosity, competitiveness, sound judgment, and comfort in a fast-moving growth environment
- Working knowledge of IRS transcript products, Forms 4506-C and 8821, authorization and consent concepts, and related security or compliance considerations
- Existing relationships with buyers in commercial banking, SBA lending, mortgage, specialty finance, fintech, or adjacent financial-services markets
- Experience selling API-enabled or workflow-integrated products with Sales Engineers or technical product specialists
- Experience with usage-based pricing, volume commitments, pilots, and enterprise contracting
- Experience with Salesforce, Outreach, ZoomInfo, or comparable CRM, sales-engagement, and prospecting tools
- Bachelor's degree or equivalent relevant professional experience
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The Company
What We Do
Zenwork, through its Tax1099 and Compliancely brands, is a fast-growing digital tax compliance and regulatory reporting technology company, with 10+ years of experience powering informational tax returns and compliance checks on behalf of its customers base. The company currently serves over 100,000 customers nationwide, including 30,000 CPA firms, as well as enterprise customers such as Allbirds, Berkshire Hathaway, GrowthForce, Rover, Deloitte, and others.
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