Senior Account Executive (Class Actions)

ISS SCAS is looking for an experienced Senior Account Executive to grow our global Securities Class Action Services business by winning new institutional clients, deepening existing relationships, and retaining recurring revenueThis is a senior individual-contributor role focused on growing revenue in an assigned territory. The successful candidate will build a strong pipeline through consistent outbound prospecting, develop senior relationships, guide opportunities through complex buying processes, and meet quarterly and annual sales targetsYou will work closely with colleagues in research, product, operations, Client Success, and business leadership throughout the sales process. You will lead the commercial relationship and bring in internal experts for technical, operational, and product discussionsWhat Success Looks Like:Meet or exceed targets for new recurring revenue, contingency-based sales, client retention, and account expansionGrow priority accounts and build relationships with the senior decision-makers who shape purchasing decisionsGenerate a sustained flow of qualified opportunities from outbound prospecting, referrals, networking, and industry engagementMaintain sufficient qualified pipeline coverage to support quarterly and annual new-business targetsTurn qualified opportunities into new clients and revenue by keeping complex sales processes moving toward a timely decisionBecome a trusted advisor who can explain clearly why SCAS is different and how it delivers measurable value for clientsDeliver reliable forecasts that enable informed business planning and effective allocation of resourcesNew-business sales: Identify and develop leads, win new clients, and expand relationships with existing clientsTerritory strategy: Build and execute a focused territory plan: identify the best opportunities, prioritize high-value accounts, set clear goals and prospecting strategies, and adjust time and resources based on resultsConsultative selling: Lead discovery, connect client needs to measurable outcomes, and communicate the value of SCAS solutions to senior stakeholdersSales-cycle ownership: Manage opportunities from initial outreach through discovery, demonstrations, proposal, procurement, negotiation, and closeOpportunity strategy: For significant opportunities, maintain a clear stakeholder map and close plan covering decision-makers, client priorities, approvals, procurement, competitors, risks, next steps, owners, and target decision dates. Use Miller Heiman Blue Sheets where appropriatePipeline and forecasting: Maintain a credible pipeline and provide evidence-based forecasts supported by documented client activity, next steps, risks, and anticipated close datesStrategic account development: Create account plans, relationship maps, retention strategies, and expansion priorities for assigned clients, including major global institutional accountsRetention and growth: Take commercial ownership of retention for assigned clients, identify dissatisfaction and cancellation risk early, and lead coordinated retention plans with Client Success and business leadership. Protect recurring revenue while developing upsell and account‑expansion opportunitiesRFPs and negotiations: Lead territory RFPs and commercial negotiations, using ISS resources to deliver accurate, timely, and compelling responsesCross-functional leadership: Coordinate effectively with Client Success, product, research, operations, legal, and business leadership to advance opportunities and address client needsMarket expertise: Maintain a strong understanding of securities class action market dynamics, competitive developments, and the complete SCAS service offeringClient insight: Bring structured market and client feedback to business leaders to inform service improvements and product prioritiesTake personal ownership of prospecting activity, pipeline creation, opportunity progression, follow-through, and sales resultsPrepare thoroughly for client meetings, internal strategy discussions, and pipeline reviewsEstablish clear next steps after meetings and complete agreed follow-up promptlyKeep Salesforce current as the reliable record of sales activity. Update opportunities promptly, including stage, value, probability, close date, stakeholders, competitors, next steps, risks, and supporting notesProvide accurate forecasts based on client evidence and documented activityWork independently and collaborate well with colleagues across teams and regionsRespond positively to coaching, candid feedback, and structured sales‑management processesUse AI and other productivity tools thoughtfully to work smarter—improving research, preparation, prospecting, client communication, and follow‑through—while protecting confidential informationDemonstrate sound judgment, integrity, and care in handling client and company informationStrong territory‑planning, time‑management, Salesforce, pipeline‑management, and forecasting disciplineAbility to operate independently, manage competing priorities, and collaborate effectively across teamsStrong prospecting, discovery, presentation, negotiation, and closing capabilitiesA collaborative, positive colleague who contributes to a high‑performing and enjoyable team environmentDemonstrated record of meeting or exceeding individual sales targets and acquiring new clientsSeven or more years of successful complex B2B sales experience, preferably in financial services, legal services, data, or asset servicingExcellent listening, written communication, executive presentation, and relationship‑building skillsAbility to establish credibility with senior professionals across legal, compliance, operations, finance, investment, and executive functionsExperience managing complex sales involving multiple decision‑makers and procurement teamsProven ability to source opportunities through direct outbound prospecting, referrals, networking, and industry relationshipsBachelor’s degree or equivalent relevant professional experienceExperience selling to asset managers, asset owners, pension funds, insurance companies, hedge funds, custodians, or other institutional financial organizationsCuriosity about AI and a track record of using new tools creatively to improve sales effectiveness and productivityEstablished relationships in asset management, pensions, insurance, custody, or asset servicingThis role will suit an experienced, curious salesperson who enjoys building a market and knows how to earn the trust of sophisticated institutional clients. The strongest candidates are persistent in prospecting, well prepared, dependable in following through, and eager to keep learningKnowledge of securities class actions, investor recovery services, legal services, corporate governance, or adjacent institutional‑investor solutions is desirable but not required;
comprehensive training will be providedCFA, CAIA, MBA, JD, or another relevant professional qualification
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