Account Director, Enterprise

This is a fully remote position, open to applicants in New York.

📋 Description

• Revenue Protection and Growth

• Client Relationship Management: Establish and nurture robust, enduring relationships with clients. Act as the primary point of contact, comprehend their needs, and ensure their expectations are fulfilled.

• Renewals: Oversee account renewals and proactively work to secure them in a timely manner, concentrating on price increases, added AGV, and upselling additional products/services. Stay well-versed in all customer contract terms.

• QBRs: Organize and facilitate onsite Quarterly Business Reviews (QBRs) with the client's executive team to align with customer objectives and develop long-term partnership strategies.

• Forecasting & Accuracy: Accountable for predicting contracted and live revenue.

• Become a trusted partner by offering Prove's strategic solutions that meet or exceed the business requirements of the client or prospect.

• Consistently meet or surpass sales targets.

• Cultivate and sustain relationships with customers, comprehending their organizational structure and strategic initiatives regarding digital identity and authentication.

• Acquire an in-depth understanding of how Prove's solutions address client needs and use cases.

• Independently develop and manage your upsell pipeline within assigned accounts.

• Conduct discovery sessions to thoroughly understand customers' business needs, priorities, budgets, timelines, and key performance indicators (KPIs).

• Efficiently and effectively utilize internal resources to drive the sales process with clear thought leadership.

• Keep the company updated on market intelligence concerning identity verification and authentication sectors.

• Demonstrate a strong enthusiasm for learning about our products and markets through both in-house and external training.

• Promote, sustain, and enhance our core cultural values of humility, passion, inclusion, and leadership.

• Exhibit a strong passion for learning about our products and markets through in-house and external training.

• Willingness to travel 25% of the time.

⛳️ Requirements

• A minimum of 5 years of quota-carrying experience in selling complex SaaS solutions, with a proven history of closing enterprise-level deals exceeding $250k in ACV/ARR.

• Established relationships and experience with companies in financial services, fintech, payments, lending, insurtech, retail, digital natives, and the gig economy.

• A sales hunter mentality coupled with an entrepreneurial spirit.

• A strong track record of achieving sales quotas.

• Ability to communicate simply and articulately while demonstrating both confidence and humility.

• Exceptional capability to narrate a compelling business story, deeply understand the prospect's business objectives, and lead a sales process effectively.

• A desire to grasp and convey the underlying technology to business prospects.

• Knowledge of the security ecosystem with an emphasis on identity.

• Strong skills in prospecting, qualifying, and negotiating; a consultative sales approach with a business solution-oriented mindset.

• A self-motivated individual who possesses a roll-up-your-sleeves mentality and can work independently in a fast-paced, high-growth environment.

• Required experience in cybersecurity, fintech, or a rapidly growing startup.

• Experience in a high-growth technology startup is essential.

🏝️ Benefits

• Competitive salaries along with a Bonus Plan (for eligible roles) and an Equity Plan.

• Modern Health services for financial, mental, and physical wellness.

• 401(k) Retirement Plan & Match (for US Offices) and Local Country Pension (for International Offices).

• Unlimited vacation and flexible working hours.

• Comprehensive medical benefits for you and your family ❤️.

• Emotional & Physical Wellness – Access to wellness services (EAP & Prove Well-Being Reimbursement).

• Unlimited snacks & beverages available at select office locations.

• Daily GrubHub stipend for lunch when working in the office (for US Offices).

• An excellent environment to work and connect with other talented Provers like yourself!