Title: Account Director, EnterpriseDepartment: Revenue
FLSA Status: Exempt
Location: US
Job Summary
Account Directors own the customer relationship and revenue and are responsible for understanding customer needs, addressing concerns, and developing strategies to meet those needs. They quarterback the internal team to drive revenue growth.The client will transition to the Account Director when the customer is considered live and ramped.
Key Responsibilities:- Revenue Protection and Growth
- Client Relationship Management: Build and maintain strong, long-lasting relationships with clients. Serve as the main point of contact, understanding their needs, and ensuring their expectations are met.
- Renewals: Monitor account renewals and work proactively to secure renewals on time, focus on price increases, added AGV, and up-selling additional products/services. Remain familiar with all contract terms of customers.
- QBRs: Organizes and hosts onsite QBRs with client executive team to align to customer goals and derive long term partnership plans
- Forecasting & Accuracy: Responsible for forecasting contracted and live revenue
- Become a trusted partner selling Prove strategic solutions that meet/exceed the business needs of the client/prospect
- Routinely meet or exceed sales quotas
- Build and maintain relationships with customers, understanding the organization& strategic initiatives in digital identity and authentication
- Develop a deep knowledge of how Prove solutions meet the client & use case
- Independently build and manage your upsell pipeline in assigned accounts
- Conduct discovery sessions to clearly understand the customers business needs, priorities, budget, timing and key KPIs
- Utilize internal resources efficiently and effectively to drive the sales process with clear thought leadership
- Keep the company informed on market intelligence regarding the identity verification and authentication markets
- Strong passion for learning our products and markets through in-house and external training
- Promote, maintain and enhance our cultural values of humility, passion, inclusion, and leadership
- Strong passion for learning about our products and markets through in-house and external training
Experience
- 5+ years of quota-carrying experience selling complex SaaS based solutions with a strong track record of closing enterprise-level deals over $250k in ACV/ARR
- Experience and relationships with financial, fintech, payments, lending, insurtech,retail, digital native and gig economy companies
- Sales hunter mentality and an entrepreneurial spirit
- Strong history of quota attainment
- Possesses the ability to communicate simply, articulately while exuding confidence and humility
- Must have the ability to tell a compelling business story, deeply understand the prospects business goals and lead a sales process
- Desire to understand and communicate the underlying technology to business prospects
- Understanding of the security ecosystem with a focus on Identity
- Strong prospecting, qualifying, and negotiating skills; consultative sales approach with a business solution centric mindset
- A self-starter. Need to have a roll up your sleeves mentality with an ability to work independently in a fast paced, high-growth environment
- Experience in cybersecurity, fintech, or fast-growing startup is required
- Experience in a high-growth tech startup.
The anticipated salary pay range for Metro 2 areas for this role is $130,000-$150,000 plus sales incentive plan.
The anticipated salary pay range for Metro 3 areas for this role is $110,000-130,000 plus sales incentive plan. Offered salary will be determined by the applicant's experience, knowledge, skills, geo-location and abilitites as well as internal equity and alignment with market data.
Prove follows a market driven compensation philosophy based on geographic location and respective market rates. Job offers will be aligned to location. Please speak with your recruiter if you have questions. Prove defines:
- Metro 2 - NYC metro area, Seattle metro area, Los Angeles metro area, and the Miami metro area.
- Metro 3 - all other cities across the domestic United States, with the exception of the San Francisco Bay Area.
Benefits & Perks for FTE Provers:- Competitive salaries & Bonus Plan (for eligible roles) and Equity Plan
- Modern Health for financial, mental, and physical wellness
- 401(k) Retirement Plan & Match (US Offices) and Local Country Pension (International Offices)
- Unlimited Vacation and Flexible hours
- Comprehensive medical benefits for you and your family ♥
- Emotional & Physical Wellness - Access to wellness services (EAP & Prove Well-Being Reimbursement)
- Bottomless snacks & beverages for certain office locations
- Daily GrubHub stipend for lunch if coming into the office (US Offices)
- A great place to work and connect with other talented Provers like yourself!
Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Prove we are dedicated to building a diverse, inclusive and authentic workplace, so if you're excited about this role but your past experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.
