Key Account Director, Key Accounts (Vertical Markets) - LinkedIn Sales Solutions

LinkedIn•New York, NY

2d•Hybrid

About The Position

LinkedIn's Sales Solutions team is dedicated to improving the world of sales and business development with Sales Navigator, our flagship product that connects and builds mutually beneficial relationships between buyers and sellers. As a Key Account Director, you will lead a sales pod to expand the footprint of Sales Navigator and related offerings with some of our largest and most strategic growth customers. To do this, you will consult and educate prospective buyers on the benefits and value of these platforms, helping your customers deliver more effective go to market strategies and results. This includes orchestrating relationships across customer organizations including C-suite executives, establishing yourself and the broader LinkedIn team as an accelerator for customers to meet their business targets, and inspiring your customer to embrace new challenges and opportunities for growth. You will also organize how your sales pod works with multiple parts of LinkedIn’s business including Sales leadership, Customer Success, Marketing, and Insights/Analytics. This role will focus on one of two priority verticals for LinkedIn Sales Solutions - Professional Services (i.e., consulting, accounting, and law firms) or Financial Services & Insurance.

Requirements

7+ years of experience in Enterprise Sales
5+ years of experience managing Enterprise accounts in net new and expansion environment
10+ years in quota carrying roles working with large, complex client organizations
Practical experience in Enterprise SaaS companies and/or enterprise level consulting
BA/BS Degree or MBA degree in a related field e.g., Economics, Business Management
Successful track record of reaching and/or exceeding goals
Proven experience managing both directly and indirectly through influence and alignment
Experience working in high-growth, performance-focused environments
Demonstrated ability to develop and execute on account strategy plans, structure complex deals, manage multiple strategic partnerships and develop business to support growth
Proven track record of exceeding quota and sales targets in a high-growth/fast-paced environment
Experience selling, presenting to and influencing EVPs, C-Level clients and end-users (in the same sales cycle) in both individual and team sale environments
Superior strategic and analytical and negotiating skills and ability to present complex topics in a way that is simple and easy to understand
Experience managing large, complex accounts in net new and renewal environment
Proven success in selling brand new, disruptive technology
Excellent written and verbal communication skills

Nice To Haves

Consultative Selling
Executive communications
Problem Solving
Negotiating
Consulting
Analysis

Responsibilities

Understand how LinkedIn’s platform and relevant products like Sales Navigator can be used to help customers grow their businesses, and make compelling recommendations for additional investments in LinkedIn
Deeply understand the vertical sector you are covering including how these companies work, how they are organized and make decisions, market trends, challenges and opportunities
Own renewal and expansion outcomes with a named territory of prioritized accounts (approx.. 15-20)
Ensure that recommendations and pitches are backed with clear business cases including ROI analysis tailored to your specific customers’ contexts and priorities
Lead design of an effective territory strategy for your sales pod including clear accounts plans, coverage of decision makers and key stakeholders, and multi-threading efforts to support new opportunities
Maintain a pipeline of active pursuits for immediate and future quarters
Maximize customer engagement through executive events and participation in targeted marketing and product campaigns
Communicate with the Executive and the Product team about what you are hearing from the market and, when appropriate, push the organization to think about what we need to develop to stay competitive
Deliver, and preferably exceed, against quarterly, half and annual revenue targets