Senior Account Executive, Music
Location: Remote (U.S.)
Trolley is the payouts platform for the internet economy. We help music companies pay artists, songwriters, producers, labels and other rights holders around the world.
Our platform brings global payouts, recipient onboarding, tax compliance, identity verification and fraud prevention together in one place. Music companies use Trolley to automate recurring royalty payouts, collect and validate tax and banking information, connect payout workflows with their existing royalty and finance systems, and give artists a better experience getting paid.
Trolley is used across the music ecosystem by companies including SoundCloud, Bandcamp, Downtown Music and UnitedMasters, as well as independent labels, distributors, royalty platforms and artist services businesses around the world.
Trolley is currently looking for a Senior Account Executive, Music to join our Revenue team.
As a Senior Account Executive, Music, you will own new business within one of Trolley’s most established and important verticals. You will sell to companies across the music ecosystem, including record labels, distributors, publishers, streaming and digital music platforms, royalty administration businesses, artist services companies, rights management platforms and other music technology businesses.
The problems you will help solve sit at the intersection of payments and royalty operations. Our prospects may be paying thousands or millions of artists and rights holders, managing complex global tax requirements, replacing manual payout processes, improving artist onboarding, fighting payout fraud, or integrating payments directly into their own products.
You will work with stakeholders across Finance, Royalty Operations, Product, Engineering, Tax and Compliance to understand those workflows and show how Trolley can improve them. You will also become an active part of the music industry, building relationships, attending industry events and developing a network that helps make Trolley the first company music businesses think of when they need to modernize how their artists get paid.
In your role you will:
- Own and close enterprise opportunities across the global music industry.
- Build relationships with record labels, music distributors, publishers, streaming platforms, royalty administrators, artist services businesses and music technology companies.
- Develop a strong understanding of each prospect’s royalty and payout operations, including how royalty data moves from calculation through artist onboarding, payment, tax reporting and reconciliation.
- Run discovery, demo and solutioning calls with Finance, Royalty Operations, Product, Engineering, Tax and Compliance stakeholders.
- Position Trolley’s Pay, Tax, Trust and Sync products against the operational, compliance and artist-experience challenges facing music companies.
- Navigate complex enterprise sales cycles involving technical integrations, multiple stakeholders, security reviews and commercial negotiations.
- Maintain active engagement with new and existing opportunities through thoughtful outreach and follow-up designed to move deals forward.
- Attend music industry conferences, trade shows and customer events to build a strong personal network and stay current on how the industry is changing.
- Entrepreneurially build a meaningful portion of your own pipeline through networking, referrals, partnerships and outbound activity.
- Work closely with Marketing, Partnerships, Product and Customer Success to strengthen Trolley’s position within the music industry.
- Support and expand recently won accounts alongside our Customer Success team.
- Achieve monthly and quarterly sales quotas.
- Maintain a disciplined sales process and accurate pipeline in Salesforce, using tools such as Gong and Apollo.
About you:
- 7+ years of B2B SaaS, fintech or enterprise technology sales experience in a closing role.
- A proven track record of closing complex enterprise deals with ACVs above $150k USD.
- Experience selling into the music industry is strongly preferred. Experience with music technology, distribution, publishing, royalties, rights management, artist services or adjacent businesses is particularly relevant.
- You understand, or are motivated to deeply understand, how money moves through the music industry and how artists and rights holders ultimately get paid.
- You can speak credibly with Finance and operational buyers while also navigating conversations with Product and Engineering teams.
- You are comfortable selling technical products involving APIs, integrations, data workflows, payments, tax or compliance.
- You are capable of learning complicated royalty, tax and payout workflows without needing to be a royalty accountant yourself.
- You know how to turn industry knowledge and relationships into pipeline rather than relying exclusively on inbound demand.
- You are comfortable developing relationships across an industry and representing Trolley at conferences and events.
- You are competitive, organized and disciplined about your pipeline.
- You combine diligence with creativity and are comfortable operating in a fast-moving market.
- You are humble, focused, analytical and curious.
What we offer:
- Competitive base salary and commission plan
- An amazing team of diverse people working together on a common mission.
- Extended Healthcare benefits including dental, vision, LTD, etc.
- 4 weeks paid vacation per year + public holidays (+ 1 extra vacation day per year of service).
- 5 personal/sick days per year
- Gym Membership allowance.
- 1/2 day Fridays during summer for July and August.
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