Strategic Account Director

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

📋 Description

• Take ownership of a designated list of strategic accounts and cultivate tailored account perspectives.

• Acquire new flagship logos and drive their expansion across various business units.

• Manage enterprise sales cycles spanning six to twelve months, engaging with over 10 stakeholders.

• Oversee security reviews, procurement processes, legal matters, MSA, and DPA negotiations.

• Develop quantifiable business cases for Customer Intelligence Infrastructure.

• Create proof of concepts (POCs) and trials with established success criteria.

• Secure and sustain executive sponsorship from C-Suite and Senior Vice Presidents.

• Utilize MEDDPICC for thorough qualification processes.

• Forecast within Salesforce while making clear risk assessments.

• Provide account and market insights to the Product team for roadmap and positioning strategies.

• Report directly to the Head of Revenue.

• Collaborate with Marketing, Product, Customer Success, Solutions Engineering, and company founders.

⛳️ Requirements

• A minimum of 10 years of experience in enterprise software sales.

• At least 3 years of experience selling to Fortune 500 or Global 2000 companies with annual contract values exceeding $200K.

• Proven track record of acquiring new flagship logos, including the ability to provide client names, deal sizes, and access strategies.

• Experience with strategic deals that involve multi-business-unit expansion, untapped budgets, competing priorities, and evolving champions.

• Proficient understanding of AI, analytics, or data platforms to facilitate technical discussions and suitable Pre-Sales engagements.

• Background in value-based selling and constructing quantifiable business cases.

• Demonstrated executive presence in both written and verbal communications.

• Ability to navigate the dynamics of an early-stage company and develop necessary processes.

• Familiarity with Salesforce (SFDC), Gong, and Outreach.

• Willingness to travel 30%, with potential for additional travel as required by deals.

🏝️ Benefits

• 30% travel, with increased travel when necessary for deals.

• Commitment to equal opportunity employment.

• Provision of honest and actionable feedback.

• Opportunities for learning and development in a ownership-driven environment.