Enterprise Account Director, New Business

This is a fully remote position, open to applicants in United States, +1 more country.

📋 Description

• Acquire new enterprise business for SH/FT's strategic consultancy.

• Collaborate with BDRs to identify target accounts, personas, and messaging for Fortune 500 and high-growth enterprise organizations.

• Qualify, deepen, and convert first meetings sourced by BDRs into viable opportunities.

• Engage with CMOs, CTOs, Chief Digital Officers, and VPs of Marketing, Data, and Transformation.

• Identify, nurture, and empower internal champions.

• Navigate opportunities across business, technical, financial, and procurement stakeholders.

• Establish connections in designated strategic accounts through networking, events, and executive outreach.

• Facilitate consultative discussions and influence commercial strategies around client challenges.

• Manage the complete sales cycle up to contract execution, encompassing procurement, legal, vendor onboarding, and security/compliance evaluations.

• Sustain momentum through 6–12+ month cycles using mutual action plans, executive engagement, and forecasting.

• Analyze whitespace within new clients and pinpoint expansion opportunities.

• Collaborate with Client Partners and delivery leaders to broaden initial projects into extensive growth-system engagements.

• Partner with BDR, marketing, and delivery teams to refine targeting, messaging, and deal strategies.

• Involve SH/FT experts in relevant client discussions.

• Contribute market insights to SH/FT's positioning and opportunity strategy.

• Collaborate with delivery leaders to understand capabilities, capacity, and proof points.

⛳️ Requirements

• 6–10+ years of experience in B2B enterprise sales, specifically in selling professional services, consulting, agency, or martech-adjacent solutions.

• Proven experience managing deals within an account-based, orchestrated sales approach alongside BDR, marketing, and delivery teams.

• Demonstrated history of closing enterprise deals that originated cold with Fortune 500 or similarly complex organizations.

• Established ability to access senior economic buyers without prior introductions.

• Comfortable selling premium, value-driven engagements and constructing a business case for investment.

• Regularly practice multithreading and building champions within intricate, matrixed organizations.

• Practical knowledge of navigating enterprise procurement, legal, vendor risk, and security assessments.

• Proficient understanding of the martech ecosystem, including Adobe, Salesforce, Braze, Optimizely, and related data, activation, and CX technologies.

• Capability to link technical complexities to business outcomes.

• Well-informed perspective on how AI is transforming enterprise marketing, data, and technology sectors.

• Experience in selling advisory, strategy, implementation, managed services, and/or outcomes-based engagements.

• Knowledge of scope, pricing, and margin considerations.

• Strong pipeline management and CRM discipline; Salesforce experience preferred.

• History of accurate forecasting.

• Must possess current work authorization for the US or Canada.

• No relocation assistance is available.

• Willingness to travel 25–30%, including client visits and industry events.

🏝️ Benefits

• Competitive variable compensation linked to new business success.

• Commission plan with unlimited earning potential.

• Comprehensive medical insurance.

• Dental insurance coverage.

• Vision insurance benefits.

• Short-term and long-term disability insurance.

• Life and Accidental Death & Dismemberment (AD&D) insurance.

• Flexible Paid Time Off policy.

• 401k matching program.

• Various additional ancillary benefits and perks.

• Remote work flexibility.

• Significant travel opportunities to clients and industry events.

• Close collaboration with senior leadership and a real impact on SH/FT's growth.

• Opportunity to engage in high-impact work with esteemed brands.