Senior Director, Corporate Accounts

National Association of Black Accountants, Inc.•Greenbelt, MD

43d•Hybrid

About The Position

The Senior Director of Corporate Accounts is responsible for building sales strategies, achieving revenue goals, sales execution, account management, and driving a disciplined pipeline with a proven new business “hunter” mindset. The Senior Director partners cross-functionally with marketing, programs, membership, finance, and technology to align go-to-market efforts, advance new corporate partnerships, and expand NABA’s reach and impact for professional and student members. We are seeking a Senior Director who will be responsible for leading, managing and executing new sales opportunities. Additionally, the individual will need to work seamlessly with cross-functional teams to align sales, marketing, program, membership, finance, and technology for success. This role requires a proven new business “hunter” mindset—actively identifying, qualifying, and pursuing net-new accounts and revenue streams—while also growing revenue share with existing customers and partners. The Senior Sales Director will be expected to build and maintain a healthy pipeline through proactive outreach, networking, and consultative discovery, and to consistently move opportunities from first contact through close. Additionally, the senior director will play a key role in building and maintaining executive relationships with key stakeholders. Strong leadership, strategic planning, focus, excellent interpersonal and communication skills, strong executive presence, and executive intelligence are required.

Requirements

Bachelor's degree or equivalent work experience.
Proven track record of success in sales leadership roles, with a minimum of 10 years of experience.
Experienced in B2B sales.
Demonstrated ability and experience calling on and influencing C-Suite stakeholders within target and new business accounts, including leading executive discovery, presentations, and negotiations.
Strong leadership and team management skills, with the ability to motivate and inspire high-performing co-workers.
Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with clients and internal stakeholders.
Strategic thinker with a results-oriented mindset and a focus on driving business growth and outcomes.
Analytical mindset with proficiency in sales forecasting, budget management, and data analysis.
Demonstrated ability to develop and execute effective sales strategies in a competitive market.
Deep understanding of sales processes, CRM systems, and sales methodologies.
Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
Strong negotiation and problem-solving skills, with a customer-centric approach.
Proven Track Record of Results, Impact and Outcomes
Prospecting and Lead Generation (Hunter Mentality)
Value-Based Selling and Executive-Level Storytelling
Must possess strong leadership qualities.
Must have strong organizational, analytical, and coordinating abilities.
Ability to work as part of a team.
Excellent problem-solving abilities.
Must be creative and able to prioritize tasks in the face of many challenges.
Ability to work independently and work under deadlines.
Proven stakeholder management skills
Commitment to organizational mission, values and guiding principles.
Market Mapping and Target Account Strategies
Objection Handling and Competitive Differentiation
Pipeline Management and Forecast Accuracy (CRM Discipline)
Territory and Time Management (Activity-Based Execution)
Resilience, Persistence, and High-Volume Outreach
People and Sales Leadership
Executive-Level Engagement and Communication (C-Suite Discovery, Presentations, and Influence)
Cross Team Collaboration
Negotiation, Deal Structuring, and Closing
Sales Execution Role Model
Emotional Intelligence
Networking and Relationship Building with Decision Makers
Proposal Development, Pricing, and ROI/Impact Cross Team Collaboration
Passion for Customer Excellence
Upselling and Cross Selling Leadership
Relationship Builder
Building Trust
Great Communication Skills
Operational Excellence
CRM Experience
Data Analysis
Microsoft Office Experience
Ability to communication and exchange information as well as the ability to use a computer, related software programs

Responsibilities

Develop and execute sales strategies to exceed revenue and growth outcomes.
Build and retain relationships with key existing accounts, new accounts and ensuring high levels of customer excellence and retention.
Continuously identify and pursue new business opportunities to expand the company's customer base and ensure diversification within accounts.
Upsell and Grow Multiyear Business Contracts.
Develop sales forecasts and reports to track performance against targets and provide insights for improvement. Use of CRM a must.
Work closely with the marketing team to develop effective sales collateral, campaigns, and promotional materials as well as all virtual teams to ensure solid communications and cross team integration.
Other duties as assigned.