Strategic Account Director

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

📋 Description

• Take ownership of a designated enterprise territory that encompasses CPG, consumer goods, and consumer electronics brands, creating account strategies for the top 15–20 clients.

• Manage intricate, multi-threaded sales processes from initiation to completion, spanning six to nine months, which includes legal and procurement stages.

• Advocate for the business case by developing payback calculations, quantifying the costs of inaction, and justifying pricing strategies.

• Transform pilot programs into long-term commitments through multi-quarter agreements that include platform subscriptions, guaranteed campaign volumes, and suitable brand launch-calendar tiers.

• Establish and nurture executive relationships with leaders in eCommerce, Digital Shelf, Brand, and Media, extending up to the CMO and Chief Commercial Officer.

• Ensure disciplined CRM practices and deliver actionable sales forecasts.

• Collaborate with Client Success teams during launches and expand into new brands, categories, and regions within existing accounts.

• Share sales strategies, conduct demonstration calls, and mentor junior account executives.

⛳️ Requirements

• 5–7 years of experience in enterprise sales in a quota-carrying and closing capacity.

• Average deal sizes exceeding $100K ACV.

• Proven track record of meeting or surpassing quotas for each of the last three years.

• Experience in managing multi-stakeholder committees, procurement processes, security reviews, and legal negotiations.

• Background in selling to CPG, consumer goods, or consumer electronics brands, preferably targeting eCommerce or brand marketing buyers.

• Capability to construct ROI models, discuss payback timelines, and defend pricing structures.

• Strong operational rigor with CRM systems and up-to-date records.

• A low ego coupled with a high level of coachability.

• Demonstrated resilience and ability to work independently.

• Preferred: experience in retail media, martech, adtech, commerce SaaS, or within an agency environment.

• Preferred: familiarity with Amazon Seller/Vendor Central, Walmart Connect, or the wider digital shelf.

• Preferred: experience in securing first-of-category enterprise logos in a developing market.

• Preferred: experience in converting pilot projects into annual subscription commitments.

🏝️ Benefits

• Uncapped OTE.

• Equal employment opportunities.

• Voluntary self-identification of race, ethnicity, gender, and veteran status without any adverse treatment for refusal.