Large Enterprise Account Director

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

📋 Description

• Formulate a perspective on designated enterprise accounts while identifying operational constraints, stakeholders, urgency, and quantifiable enterprise value.

• Actively generate pipeline through account analysis, executive outreach, internal advocates, partner avenues, and transformation events.

• Direct discovery processes, validate assumptions, highlight the costs of inaction, and outline operational and financial justifications for change.

• Utilize MEDDPICC to pinpoint economic buyers, decision criteria, decision-making processes, competition, champions, and commercial risks.

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

• Anticipate and mitigate technical, political, financial, and organizational barriers.

• Manage the commercial strategy for pilots and proof-of-value initiatives alongside Solutions Consulting and Customer Success.

• Establish success metrics for deployment, ensure executive visibility, and transform outcomes into CFO-grade business cases.

• Oversee intricate enterprise deals through extensive sales cycles, procurement, legal negotiations, and finalizing commercial agreements.

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

• Transform initial site victories into comprehensive global multi-site programs.

• Enhance account strategy, qualification processes, deal assessments, value methodologies, forecasting, and global expansion playbooks.

⛳️ Requirements

• A minimum of 7 years in complex B2B sales, preferably within enterprise SaaS, industrial technology, manufacturing technology, or another operationally essential category.

• Proven track record of personally generating, finalizing, and expanding complex enterprise opportunities.

• Experience managing deal complexities ranging from £/€500k to £/€1m+, or equivalent contract values, with a breadth of stakeholders, deployment risks, and commercial sophistication.

• Demonstrated success through sales cycles of 6 to 18 months or longer, involving multiple functions, locations, geographies, and senior decision-makers.

• History of converting initial deployments or pilot projects into significant multi-site expansions.

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

• Credibility with Chief Operating Officers, Chief Financial Officers, Chief Information Officers, and senior operational leaders.

• Ability to formulate business cases based on measurable operational and financial results.

• Excellent commercial judgment regarding pricing, negotiations, procurement, legal complexities, and value preservation.

• Methodical forecasting based on customer evidence and defined next steps.

• Capability to develop a clear account thesis, translate it into actionable steps, and adjust it as new information arises.

• Constructively challenging, momentum-driven, open to coaching, and comfortable with intricate, long-cycle pursuits.

🏝️ Benefits

• Flexible working hours.

• Competitive salary.

• Internet reimbursement.

• Thoughtful and human-centered onboarding process.

• Bi-annual Individual Development Plan discussions and support for career growth.

• Company-wide kickoffs and team-building days.

• A global, inclusive culture.

• Commitment to equal opportunity in the workplace.