Key Account Director, Core & Emerging Markets - LinkedIn Sales Solutions

LinkedIn•New York, NY

26d•Hybrid

About The Position

LinkedIn Sales Solutions is focused on improving sales and business development through Sales Navigator, a product that connects buyers and sellers and supports mutually beneficial relationships. The Key Account Director serves as a business sponsor for important, complex companies and consults with prospective buyers on the value of LinkedIn Sales Solutions for client-facing and revenue organizations. The role focuses on Core and Emerging Markets customers, helping large organizations grow revenue through Sales Solutions. The role develops trusted-advisor relationships with clients by sharing insights, building business cases, developing deep relationships, and helping clients pursue growth opportunities. The director collaborates with LinkedIn Sales leadership, Customer Success, Marketing, and Insights/Analytics teams. The position is hybrid, performed from home and a LinkedIn office on select days based on business needs.

Requirements

At least 7 years of experience in enterprise sales.
At least 5 years of experience managing enterprise accounts in net-new and expansion environments.

Nice To Haves

At least 10 years in quota-carrying roles working with large, complex client organizations.
Practical experience in enterprise SaaS companies and/or enterprise-level consulting.
A BA/BS degree or MBA in a related field.
A successful track record of reaching and/or exceeding goals.
Experience managing directly and indirectly through influence and alignment.
Experience in high-growth, performance-focused environments.
Demonstrated ability to develop and execute account strategy plans, structure complex deals, manage multiple strategic partnerships, and develop business to support growth.
A track record of exceeding quota and sales targets in high-growth, fast-paced environments.
Experience selling to, presenting to, and influencing EVP- and C-level clients and end users in the same sales cycle, in both individual and team sales environments.
Strong strategic, analytical, and negotiation skills, with the ability to explain complex topics simply and clearly.
Experience managing large, complex accounts in net-new and renewal environments.
Success selling new, disruptive technology.
Excellent written and verbal communication skills.

Responsibilities

Explain how LinkedIn Sales Navigator can be used by large, complex organizations and recommend additional investments in LinkedIn.
Create account plans for approximately 12 named accounts, documenting decision makers, organizational structures, current investment, product utilization, and new revenue opportunities.
Identify opportunities within each account and coordinate strategies to expand the accounts.
Coordinate with clients and internal partners to grow accounts.
Plan activities and meetings to focus on the largest opportunities.
Build and deliver product return-on-investment analyses for key clients with support from cross-functional teams.
Conduct quarterly business reviews with key clients, reviewing company initiatives and product utilization, sharing LinkedIn updates and its expanding solutions portfolio, and selling solutions that address corporate initiatives.
Grow revenue from named accounts by 50–100% through renewal upsells and identifying and closing new, multi-million-dollar business or product contracts.
Use the CRM daily to track activities and forecast.
Communicate market feedback to Executive and Product teams and, when appropriate, advocate for product development needed to remain competitive.