Senior Director, Commercial Accounts

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

📋 Description

• Lead, mentor, and cultivate a team of account executives focused on base management, renewals, and high-velocity transactional deals within the Commercial growth segment.

• Take ownership of the team's forecasts, net revenue retention, pipeline coverage, and quota achievement, presenting these metrics to the RVP of Growth Accounts.

• Conduct regular pipeline reviews, renewal forecasting, and deal coaching sessions.

• Reinforce disciplined qualification processes and the use of MEDDPICC alongside Precisely's sales methodology, highlighting the importance of efficient deal execution.

• Collaborate with Renewals and Customer Success teams to assess account health, identify churn risks, and explore expansion opportunities within the existing client base.

• Review and authorize discounting and deal terms within the scope of delegated authority.

• Recruit, onboard, and accelerate the ramp-up of new account executives, emphasizing a quick path to productivity in high-volume, transactional selling.

• Identify high-potential account executives and establish a structured readiness pipeline for larger Growth Accounts or Strategic Accounts territories.

• Advocate for the team's adoption of AI tools to enhance renewal forecasting, account health monitoring, and overall productivity.

• Drive territory and account planning efforts to create a robust pipeline, utilizing both internal resources and ecosystem partnerships.

⛳️ Requirements

• Over 7 years of experience in B2B software sales, including a minimum of 2 years in a management role overseeing a sales team.

• Equivalent experience may be accepted in lieu of a Bachelor's degree.

• Proven track record of managing a renewal, base-management, or high-volume transactional quota as an individual contributor prior to transitioning into a leadership role.

• Experience in coaching teams on retention strategies, qualification, and efficient deal progression methodologies.

• Demonstrated expertise with the MEDDPICC sales methodology.

• Proficient in using CRM and forecasting tools (e.g., Salesforce, Clari, or similar platforms).

• Willingness to travel as necessary, approximately 25-50% of the time.

• Skilled in utilizing AI tools to enhance work processes, improve output quality, and reduce low-value tasks.

• Comfortable incorporating generative AI tools (e.g., Claude, Microsoft Copilot) into daily workflows.

• Capable of critically assessing AI-generated outputs.

• Open to continuously embracing new AI advancements.

• Preferred: Previous experience as a first-line or senior sales leader in renewal, account management, or high-volume software sales environments.

• Preferred: Background in Financial Services, Insurance, or Telecommunications sectors.

• Preferred: Experience in a private equity-backed startup or public SaaS company.

• Preferred: Familiarity with net-revenue-retention strategies and expansion selling techniques.

• Preferred: Knowledge of customer health and renewal forecasting platforms.

• Preferred: Additional certification in formal sales methodologies (e.g., Command of the Message).

🏝️ Benefits

• An AI-first work environment with opportunities to integrate artificial intelligence into everyday workflows.

• Travel as required, approximately 25-50%.