Enterprise Account Director

About the Role

The day-to-day responsibilities of this role will involve a mix of strategic planning, relationship building, and sales execution. The ideal candidate will have a strong background in sales, a deep understanding of the revenue operations landscape, and the ability to navigate complex organizational structures. They will also be skilled at communicating the value proposition of Salesloft's predictive revenue system and be able to articulate a clear vision for how the platform can help drive business growth.

The sales team at Salesloft is a dynamic and high-performing group that is passionate about driving revenue growth and delivering exceptional customer experiences. As a member of this team, the Enterprise Account Director will be expected to be a collaborative and supportive team player who is always looking for ways to improve processes, share best practices, and drive results.

What You Will Do

• Act as the primary commercial lead for a portfolio of large-scale enterprise accounts, driving full-cycle accountability for high-value renewals, expansion opportunities, and complex cross-sell transactions
• Relentlessly identify and close net-new revenue within the install base, navigating complex organizational structures to displace incumbents and introduce new product lines
• Architect and implement sophisticated account success plans that align the company's technology value proposition with specific business units and their long-term alignment between their business goals and the solutions
• Monitor account health and usage patterns to identify potential churn risks early, implementing 'save' strategies to protect existing recurring revenue
• Build a 'multi-threaded' network of stakeholders, securing buy-in from VP and C-level executives, and establishing yourself as a credible business partner
• Lead regular business reviews with key stakeholders to demonstrate realized ROI, socialize new product capabilities, and ensure the platform remains indispensable to the client's evolving tech stack
• Maintain a rigorous, data-driven sales process, providing leadership with high-confidence forecasts for both expansion bookings and retention
• Stay up to date on industry trends and competitor movements to effectively position the company's value proposition against market alternatives
• Lead a cross-functional team to ensure accounts receive a cohesive experience, acting as the one accountable for all customer-facing initiatives
• Synthesize client feedback and make recommendations for product improvements

What We Are Looking For

• 5+ years of experience in a sales or account management role, preferably in the software or technology industry
• Proven track record of success in driving revenue growth and building strong relationships with key stakeholders
• Strong understanding of the revenue operations landscape and the ability to navigate complex organizational structures
• Excellent communication and interpersonal skills, with the ability to articulate a clear vision and communicate complex ideas simply
• Experience working with AI-driven sales platforms and a strong understanding of predictive revenue systems
• Strong analytical and problem-solving skills, with the ability to analyze data and make informed decisions
• Ability to work in a fast-paced, dynamic environment and adapt to changing circumstances
• Strong business acumen and understanding of the technology industry
• Experience working in a remote or distributed team environment

Nice to Have

• Experience working with Salesloft's predictive revenue system or similar platforms
• Knowledge of sales analytics tools and techniques
• Experience with CRM systems, such as Salesforce
• Certification in sales or revenue operations, such as CSO or CRO
• Experience working in a startup or high-growth company environment

Benefits and Perks

• Competitive salary and bonus structure
• Equity in a high-growth company
• Comprehensive health, dental, and vision insurance
• 401(k) matching program
• Flexible PTO policy and remote work options
• Access to a range of professional development and training opportunities
• Collaborative and dynamic work environment with a team of experienced professionals
• Recognition and reward programs for outstanding performance
• Access to the latest sales analytics tools and technologies
• Opportunity to work with a range of high-profile clients and help drive business growth

• To stand out in this role, focus on developing a strong understanding of the revenue operations landscape and the ability to communicate complex ideas simply
• Build a portfolio of successful sales campaigns and case studies to demonstrate your expertise
• Familiarize yourself with Salesloft's predictive revenue system and be prepared to articulate its value proposition
• Develop a strong network of contacts in the industry, including C-level executives and key stakeholders
• Be prepared to talk about your experience working in a remote or distributed team environment and how you stay connected with colleagues and clients
• Research the company culture and values, and be prepared to talk about how you align with them
• Practice your sales pitch and be prepared to talk about your experience driving revenue growth and building strong relationships with key stakeholders