Director, Key Accounts
About The Position
The Director, Key Accounts provides strategy, mentorship, and guidance to a team of Key Account Executives responsible for driving new business through the full sales cycle. The role manages and develops the team, achieves enterprise bookings targets, and shapes regional go-to-market strategy and execution. It works collaboratively with Marketing, Product, and Success to develop targeted messaging, collateral, and customer journeys tailored to regional business needs. The position is hybrid and requires regular travel to client sites within the assigned area and other regions, depending on business needs.
Requirements
- Experience managing a high-performing Enterprise Sales team for a B2B technology company.
- At least 5 years of overall Enterprise sales experience working with Fortune 100 companies.
- Strong relationship-building skills.
- Confidence managing complex sales processes involving multiple stakeholders, negotiations, value-based pricing, legal, and procurement.
- Knowledge of selling to C-level executives in the IT space.
- Experience setting quotas and managing people against them.
- A successful individual-contributor track record, passion for coaching, and ability to share relevant complex closing experience with a growing team.
- Ability to travel regularly to client sites within the area and other regions using various transportation modes, depending on business needs.
Responsibilities
- Manage, hire, train, and ramp a team of Key Account Executives focused on new bookings from prospecting into a target list of high-potential accounts.
- Achieve annual Enterprise bookings quota with monthly and quarterly targets.
- Develop and manage productivity metrics for Key Account Executives, including deal size, win rate, and forecast accuracy, and guide their proactive sales-cycle practices.
- Coach Key Account Executives in building executive relationships and managing complex enterprise deals and negotiations.
- Shape regional go-to-market strategy and execution.
- Collaborate with Marketing, Product, and Success to create targeted messaging and collateral and map customer journeys for regional business needs.
- Conduct weekly forecast meetings.
- Support direct reports by participating in and leading client and prospect meetings, engaging corporate resources as needed.
Benefits
- High income-earning opportunities based on individual performance.
- New-hire stock equity (RSUs) and employee stock purchase plan (ESPP).
- Continuous professional development, product training, and career pathing.
- Sales training in MEDDIC and Command of the Message.
- Intra-departmental mentor and buddy program for in-house networking.
- Inclusive company culture and opportunities to join Community Guilds.
- Generous and competitive medical benefits package.
- Retirement savings match.
- Pet adoption and insurance program.
- Healthcare, dental, parental planning, and mental health benefits.
- 401(k) plan and match.
- Paid time off.
- Fitness reimbursements.
- Discounted employee stock purchase plan.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
