Account Director

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Develop and cultivate a new sales pipeline within the assigned territory through focused outbound prospecting and networking efforts.

• Lead comprehensive consultative sales processes with senior executives in product, QA, and engineering at targeted mid-market and enterprise organizations.

• Create and deliver customized business cases that align Testlio’s testing solutions with the operational and quality challenges faced by prospects.

• Navigate complex, multi-stakeholder deals through technical assessments, business case validations, and legal/procurement negotiations.

• Leverage domain expertise in financial services and retail/B2C software sectors to refine go-to-market messaging and outperform competitors.

• Collaborate with solutions engineering, marketing, and GTM leadership to enhance territory strategy and accelerate deal progression.

• Manage intricate sales cycles from prospecting to procurement, successfully closing six-figure agreements.

• Develop and implement an independent strategy for pipeline generation within a specified territory.

⛳️ Requirements

• Over 8 years of experience in enterprise B2B business development with a strong track record of self-generating pipeline and securing new logos.

• Proven success in navigating complex sales cycles and closing deals with an Annual Contract Value (ACV) of $300K or more.

• History of selling software solutions or technical services directly to leaders in product management, engineering, or QA.

• Domain experience in selling to financial services, retail, or similar high-volume B2C software sectors.

• Familiarity with the software testing, QA ecosystem, or technical SaaS sales processes.

• Demonstrated ability to manage multi-threaded evaluations that involve technical, security, and procurement stakeholders.

• A hunter mentality with experience in outbound outreach, initiating cold conversations, and acquiring new business.

• Proficient in understanding complex technical environments and articulating business value to senior stakeholders.

• Experience with complex negotiations, involving multiple buyers, technical evaluations, and contract discussions.

• Exceptional ability to facilitate structured discussions at the executive level and present intricate business cases.

• Capacity to sustain momentum throughout multi-month enterprise sales cycles.

• Experience in cross-functional collaboration with pre-sales and marketing teams.

• Must reside in New York, Boston, Austin, or San Francisco.

🏝️ Benefits

• Fully remote and globally distributed work environment.

• Flexible paid time off, which includes national holidays, personal days, and sick leave.

• Stock options.

• $300 annual stipend for personal and professional development.

• An inclusive, purpose-driven culture.

• Tools and guidance for remote work.

• Equal-opportunity employer.