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About the Role

ISS SCAS is seeking an experienced Senior Account Executive to expand its global Securities Class Action Services business by acquiring new institutional clients, strengthening existing relationships, and ensuring recurring revenue retention. This senior individual contributor role is centered on revenue growth within a designated territory, requiring consistent outbound prospecting, senior relationship development, and skillful navigation of complex sales processes to meet sales targets.

Responsibilities

Meet or exceed targets for new recurring revenue, contingency-based sales, client retention, and account expansion.
Grow priority accounts and build relationships with senior decision-makers.
Generate a sustained flow of qualified opportunities from outbound prospecting, referrals, networking, and industry engagement.
Maintain sufficient qualified pipeline coverage to support quarterly and annual new-business targets.
Turn qualified opportunities into new clients and revenue by keeping complex sales processes moving toward a timely decision.
Become a trusted advisor who can explain clearly why SCAS is different and how it delivers measurable value for clients.
Deliver reliable forecasts that enable informed business planning and effective allocation of resources.
Identify and develop leads, win new clients, and expand relationships with existing clients.
Build and execute a focused territory plan, identifying opportunities, prioritizing accounts, setting goals, and adjusting strategies based on results.
Lead discovery, connect client needs to measurable outcomes, and communicate the value of SCAS solutions to senior stakeholders.
Manage opportunities from initial outreach through discovery, demonstrations, proposal, procurement, negotiation, and close.
Maintain a clear stakeholder map and close plan for significant opportunities.
Maintain a credible pipeline and provide evidence-based forecasts.
Create account plans, relationship maps, retention strategies, and expansion priorities for assigned clients.
Take commercial ownership of retention for assigned clients, identify dissatisfaction and cancellation risk early, and lead coordinated retention plans.
Lead territory RFPs and commercial negotiations.
Coordinate effectively with Client Success, product, research, operations, legal, and business leadership.
Maintain a strong understanding of securities class action market dynamics, competitive developments, and the SCAS service offering.
Bring structured market and client feedback to business leaders to inform service improvements and product priorities.
Take personal ownership of prospecting activity, pipeline creation, opportunity progression, follow-through, and sales results.
Prepare thoroughly for client meetings, internal strategy discussions, and pipeline reviews.
Establish clear next steps after meetings and complete agreed follow-up promptly.
Keep Salesforce current as the reliable record of sales activity.
Provide accurate forecasts based on client evidence and documented activity.
Work independently and collaborate well with colleagues across teams and regions.
Respond positively to coaching, candid feedback, and structured sales-management processes.
Use AI and other productivity tools thoughtfully to improve sales effectiveness.
Demonstrate sound judgment, integrity, and care in handling client and company information.

Requirements

Seven or more years of successful complex B2B sales experience, preferably in financial services, legal services, data, or asset servicing.
Demonstrated record of meeting or exceeding individual sales targets and acquiring new clients.
Proven ability to source opportunities through direct outbound prospecting, referrals, networking, and industry relationships.
Experience managing complex sales involving multiple decision-makers and procurement teams.
Strong prospecting, discovery, presentation, negotiation, and closing capabilities.
Excellent listening, written communication, executive presentation, and relationship-building skills.
Ability to establish credibility with senior professionals across legal, compliance, operations, finance, investment, and executive functions.
Strong territory-planning, time-management, Salesforce, pipeline-management, and forecasting discipline.
Ability to operate independently, manage competing priorities, and collaborate effectively across teams.
A collaborative, positive colleague who contributes to a high-performing and enjoyable team environment.
Experience selling to asset managers, asset owners, pension funds, insurance companies, hedge funds, custodians, or other institutional financial organizations.
Established relationships in asset management, pensions, custody, or asset servicing.
Knowledge 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 provided.
Curiosity about AI and a track record of using new tools creatively to improve sales effectiveness and productivity.
CFA, CAIA, MBA, JD, or another relevant professional qualification.

Skills

Sales
Client Relationship Management
Pipeline Management
Forecasting
Territory Planning
Time Management
Salesforce
Negotiation
Presentation Skills
Communication Skills
Collaboration
AI Tools

Location

Global

Work Type

Full-time

Experience Level

Senior
Seven or more years

Education Level

Bachelor's degree or equivalent relevant professional experience
CFA
CAIA
MBA
JD

About the Company

ISS SCAS is an established specialist in global securities class actions and antitrust matters, managing the recovery process for institutional investors. They identify eligible cases, monitor portfolios, file claims, and secure recoveries, reducing clients’ operational burden and helping them capture entitled proceeds. They also provide in-depth case research and analysis.
ISS STOXX delivers world-class research, data, and technology solutions empowering capital market participants. Their expertise covers indices, corporate governance, sustainability, cyber risk, and fund intelligence. They operate with 4,000 professionals across 20 countries, serving approximately 5,000 clients, including leading institutional investors.
SCAS helps institutional investors recover money they are entitled to but would otherwise never collect by identifying recovery opportunities and managing the claims process.

Equal Opportunity

ISS STOXX is an equal employment opportunity employer and does not discriminate against any employee or applicant because of race, color, ethnicity, creed, religion, sex, age, height, weight, citizenship status, national origin, social origin, sexual orientation, gender identity or gender expression, pregnancy status, marital status, familial status, mental or physical disability, veteran status, military service or status, genetic information, or any other characteristic protected by law. All activities including, but not limited to, recruiting and hiring, recruitment advertising, promotions, performance appraisals, training, job assignments, compensation, demotions, transfers, terminations (including layoffs), benefits, and other terms, conditions, and privileges of employment, are and will be administered on a non-discriminatory basis, consistent with all applicable federal, state, and local requirements.