Enterprise Account Director

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

📋 Description

• Formulate a perspective on each designated account while identifying operational limitations, urgency, ownership, and enterprise value.

• Generate a pipeline through account exploration, outreach to executives, internal advocates, partner pathways, and transformation events.

• Facilitate discovery sessions and assist clients in formulating the operational and financial rationale for change.

• Employ the MEDDPICC framework to pinpoint the Economic Buyer, decision criteria, decision-making process, competition, champions, and commercial risks.

• Develop and execute multithreaded strategies across Operations, IT, Finance, Procurement, Legal, and executive leadership.

• Oversee the commercial strategy for pilot projects and proof-of-value initiatives alongside Solutions Consulting and Customer Success.

• Establish success metrics, ensure executive visibility, and convert operational results into CFO-level business cases.

• Manage intricate enterprise agreements through buying groups, extended sales cycles, procurement, legal negotiations, and commercial closure.

• Create executive sponsorship, governance, deployment guidelines, and expansion strategies.

• Transform initial site victories into global multi-site initiatives.

• Enhance account strategies, qualification methodologies, deal assessments, value methodologies, and global expansion playbooks.

• Report directly to the VP of Sales and collaborate with Solutions Consulting, Customer Success, Finance, Legal, and regional Sales leadership across EMEA and the US.

⛳️ Requirements

• A minimum of 7 years in complex B2B sales, preferably within enterprise SaaS, industrial technology, manufacturing technology, or other operationally critical areas.

• Demonstrable experience in personally creating, closing, and expanding complex enterprise opportunities.

• Familiarity with navigating deal complexities ranging from £/€500k to £/€1m+, or a similar combination of contract value, stakeholder involvement, deployment risks, and commercial intricacies.

• Proven success in sales cycles lasting 6 to 18 months or longer, involving multiple functions, locations, geographies, and senior decision-makers.

• A history of converting initial deployments or pilot programs into significant multi-site growth.

• Strong proficiency in MEDDPICC or a comparable enterprise qualification methodology.

• Established credibility with COOs, CFOs, CIOs, and senior operational leaders.

• Capability to construct business cases based on quantifiable operational and financial results.

• Strong commercial acumen concerning pricing, negotiation, procurement, legal complexities, and value protection.

• Methodical forecasting based on customer data and clear next steps.

• Ability to devise a coherent account thesis, translate it into actionable plans, and adjust it as new information arises.

• A constructive challenger, momentum-driven, confident, receptive to coaching, and comfortable with complex, long-term sales pursuits.

🏝️ Benefits

• Flexible working hours.

• Competitive salary.

• Internet reimbursement.

• Thoughtful, human-centered onboarding process.

• Bi-annual Individual Development Plan discussions.

• Company-wide kickoffs and team-building days.

• A global, inclusive culture.