Head of Sales – Strategic Accounts

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead, cultivate, and expand a team of 8 Account Executives.

• Formulate the commercial strategy for the Strategic Accounts sector.

• Set account priorities, coverage plans, growth strategies, and operational frameworks.

• Mentor Account Executives in strategic account planning and enterprise sales techniques.

• Personally engage in strategic customer initiatives, executive relationships, negotiations, and pivotal deals.

• Manage executive relationships with key clients and C-suite and VP-level stakeholders.

• Oversee high-stakes, multi-year renewals and intricate expansion negotiations.

• Develop strategic account strategies that align with customer business objectives, technology strategies, and product roadmaps.

• Promote proactive customer value realization and track usage, adoption, risks, and opportunities.

• Identify expansion prospects across Maps, Search, Navigation, Movement, Atlas, and emerging products.

• Lead executive business reviews and strategic discussions with customers.

• Coordinate cross-functional teams across Solutions Architecture, TPM, Customer Success, Product, Engineering, Finance, and Legal departments.

• Establish accountability for customer priorities, commercial commitments, risks, and growth opportunities.

• Maintain forecasting accuracy and operational discipline throughout the team.

• Navigate competitive scenarios against Google, HERE, ESRI, and internally developed solutions.

• Provide customer and market insights to Product, Engineering, and senior leadership.

• Act as a senior internal advocate for the customer.

• Set benchmarks for strategic enterprise selling and deal leadership.

⛳️ Requirements

• Over 10 years of experience in enterprise sales, strategic account management, or customer growth.

• At least 5 years of experience in leading and developing high-performing sales teams.

• Proven success in hiring, developing, retaining, and motivating Account Executives.

• Demonstrated record of managing and expanding a portfolio of large, complex, high-value enterprise customers.

• Proven ability to retain and grow significant recurring revenue streams.

• Experience in strategic account planning, executive engagement, sophisticated commercial negotiations, and disciplined sales execution.

• Proficient in navigating complex customer organizations with multiple decision-makers and competing priorities.

• Strong commercial acumen with experience leading complex renewals, pricing discussions, multi-year agreements, and expansion negotiations.

• Familiarity with usage- or consumption-based business models.

• Capability to identify account risks early and formulate mitigation strategies.

• Strong executive presence coupled with excellent communication skills.

• Ability to coordinate complex cross-functional teams without direct authority.

• Experience in location technology, developer platforms, cloud infrastructure, mobility, logistics, telecommunications, or related technical fields is preferred.

• Ability to thrive in a fast-paced environment.

• Must be authorized to work in the country for which you are applying.

🏝️ Benefits

• Supportive healthcare options.

• Parental leave policies.

• Flexibility for personal matters that may arise.

• An environment conducive to teaching and learning.

• Flexible work-from-home arrangements or occasional office work as necessary.

• Private medical coverage for you and your dependents.

• Generous maternity and paternity leave policies.

• Inclusive fertility support services.

• Contributions to a Lifestyle Spending Account for health, wellness, and personal development.

• Mental health support available for you and your dependents.

• Flexible paid time off, company holidays, and generous absence policies.

• Dedicated paid volunteering time in addition to standard PTO.

• Retirement plans with competitive matching contributions.