Enterprise Account Director, New Business

Shift Paradigm

11d•$135,000•Remote

About The Position

This is an enterprise sales role reporting to our VP, Client Partner, Growth & Strategy. The BDR team opens the door and you turn that first conversation into a won enterprise engagement. You'll take early-stage conversations and build them into real opportunities. That means developing champions from nothing, getting to the economic buyer, and carrying complex deals through long cycles, procurement, scoping and review to a signed engagement. You know how enterprise organizations buy professional services. You can talk credibly about broken tech stacks, data activation, and what AI is doing to marketing operations, and you can translate all of it into business terms a CMO or CFO cares about. You don't single-thread. You map the organization early, build relationships across marketing, technology, data, finance, and procurement, and you know exactly who holds the budget. When a deal stalls in month five, you're the one who finds a way to restart it. You know great work takes a team, so you stay close to our strategists, engineers, and delivery leaders to learn what they do best and how they do it. You turn that into offerings and proposals that clients believe in and our teams can deliver with confidence.

Requirements

6–10+ years of B2B enterprise sales experience, including significant time selling professional services, consulting, agency, or martech-adjacent solutions.
Experience running deals within an account-based, orchestrated sales motion alongside BDR, marketing, and delivery teams
A track record of closing enterprise deals that started cold, whether sourced by you or an SDR/BDR team, with Fortune 500 or similarly complex organizations. We'll ask you to walk us through them in detail.
Proven ability to gain access to senior economic buyers without a warm introduction.
Comfort selling premium, value-based engagements and the ability to build a business case that justifies the investment
A consistent habit of multithreading and building champions inside complex, matrixed organizations.
Hands-on experience navigating enterprise procurement, legal, vendor risk, and security review.
Working fluency in the martech ecosystem (Adobe, Salesforce, Braze, Optimizely, and adjacent data, activation, and CX technologies) and the ability to connect technical complexity to business impact.
A grounded point of view on how AI is changing enterprise marketing, data, and technology organizations.
Experience selling advisory, strategy, implementation, managed services, and/or outcomes-based engagements, and an understanding of scope, pricing, and margin.
Rigorous pipeline management and CRM discipline (Salesforce preferred), with a track record of accurate forecasting.

Nice To Haves

Hungry. You'd rather build a pipeline than inherit it. A cold account is an opportunity, not an obstacle.
Persistent. Long cycles don't lose you. You stay disciplined and keep deals moving when others would let them drift.
Wide, not narrow. You never bet a deal on one relationship. You know who else needs to be in the room, and you get them there.
Commercially courageous. You'll tell a senior buyer what they need to hear and ask the uncomfortable questions early.
Curious. You do the homework. You walk into first meetings knowing the company, the stack, and the likely problem.
Comfortable with ambiguity. You don't need a full playbook to execute, and you make good calls with incomplete information.

Responsibilities

Win New Enterprise Business
Partner with BDRs to define target accounts, personas, and messaging for Fortune 500 and high-growth enterprise organizations where SH/FT can create measurable value.
Take BDR-sourced first meetings and quickly qualify, deepen, and convert them into real opportunities.
Build from the first contact to the economic buyer, reaching CMOs, CTOs, Chief Digital Officers, and VPs of Marketing, Data, and Transformation without relying on a warm path.
Identify, develop, and equip internal champions who will sell SH/FT when you're not in the room.
Multithread every opportunity, building relationships across business, technical, financial, and procurement stakeholders.
Open doors yourself in named strategic accounts, using your network, events, and executive outreach alongside the BDR motion.
Lead consultative conversations that diagnose the real problem beneath the presenting issue and shape a commercial path around it.
Own the full cycle from first meeting through contract execution, including procurement, legal, vendor onboarding, and security and compliance review.
Keep momentum across 6–12+ month cycles with clear mutual action plans, consistent executive engagement, and honest forecasting.
Land and Expand: Treat every win as a beachhead. Map the whitespace inside new clients and identify the next stakeholders, business units, and problems SH/FT can solve.
Partner with Client Partners and delivery leaders to turn initial projects into broader growth-system engagements, proactively creating expansion rather than waiting for upsell requests.
Partner Internally: Work with BDR, marketing, and delivery teams to sharpen targeting, messaging, and deal strategy.
Bring the right SH/FT experts into the right conversations at the right time.
Feed market signals back into how SH/FT positions and pursues opportunities.
Work closely with delivery leaders to understand SH/FT's capabilities, capacity, and proof points.

Benefits

Competitive compensation, including base salary and a competitive variable compensation tied to new business.
Remote flexibility with meaningful travel to clients and industry events.
Close partnership with senior leadership and real influence on how SH/FT grows.
The chance to win high-impact work with some of the world's most recognized brands.
medical, dental, vision, STD/LTD, Life/AD&D, Flexible Paid Time Off, 401k match, and various other ancillary benefits and perks.

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