Job Title: Enterprise Account DirectorLocation: United States, RemoteThis is a fully remote opportunity and can be worked from any location in the United States.
THE OPPORTUNITY:At Clari / Salesloft, our Enterprise Account Directors are pivotal to our company's success. You will be a key member of our fast-growing and high-performing sales team and will be our boots-on-the-ground solution to building personal relationships and making our customers successful. We believe that the most successful sellers have a passionate and supportive team behind them.
On a day-to-day basis, you will be responsible for:
- Full-Cycle Account Ownership: Acting 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.
- Driving Net-New Revenue: Relentlessly identifying and closing net-new revenue within your install base. You will navigate complex organizational structures to displace incumbents and introduce new product lines, maximizing Total Contract Value.
- Strategic Account Planning: Architecting and implementing sophisticated account success plans that align our technology's value proposition with specific business units and their long-term alignment between their business goals and our solutions.
- Proactive Retention Management: Monitoring account health and usage patterns to identify potential churn risks early, implementing "save" strategies to protect existing recurring revenue.
- Executive Relationship Building: Building a "multi-threaded" network of stakeholders. You will move beyond the day-to-day users to secure buy-in from VP and C-level executives, establishing yourself as a credible business partner.
- Executive Business Reviews (EBRs): Leading 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.
- Forecasting & Pipeline Accuracy: Maintaining a rigorous, data-driven sales process. You will provide leadership with high-confidence forecasts for both expansion bookings and retention.
- Market & Competitive Intelligence: Staying up to date of industry trends and competitor movements to effectively position our value proposition against market alternatives.
- Orchestrating Internal Resources: Leading a cross-functional team (Solutions Engineers, Customer Success, and Product) to ensure your accounts receive a cohesive experience, effectively acting as the one accountable for all customer-facing initiatives.
- Voice of the Customer (VoC) Advocacy: Synthesizing client feedback and market friction points to provide actionable insights to the Product and Engineering teams, influencing the roadmap to better serve the "Install Base" and drive future expansion.
In addition to working with amazing colleagues who exemplify our 'team over self' core value, you will also have the opportunity to sell an impactful and revolutionary software that is changing the way sellers sell. You will have an opportunity to make a difference.
WHAT WE'RE LOOKING FOR:We are seeking a results-oriented, motivated, and strategic Enterprise Account Director. You are a growth-minded advocate who is laser-focused on deepening and expanding relationships within our existing customer base. You don't just manage accounts; you hunt for untapped potential, identifying new use cases and scaling our footprint across organizations.
Specifically, you will play a pivotal role in helping us become an anchor technology company by securing high-value renewals and winning expansion deals that propel you past your quota.
If you're passionate about sales technology, obsessed with delivering a world-class customer experience, and thrive in a fast-paced, hyper-growth startup environment, then this is the career path for you!
THE TEAM:Our Enterprise Team is comprised of motivated sales professionals who are all aligned on one vision and mission:
- Vision: Fundamentally transform the way buyers and sellers drive repeatable outcomes
- Mission: Bring science to the art of sales
The Enterprise Account Director team consists of results-oriented SaaS sales professionals with a strong desire to win. The ADs on our team share a few common traits: they are self-motivated, ambitious, and passionate about evangelizing the future of sales innovation.
THE SKILL SET:- 8+ years of proven relationship building and closing experience in a sales environment.
- Experience establishing strategic C-level relationships
- Ability to run a full sales lifecycle, start to finish, within the Enterprise segment.
- Experience executing detailed product presentations and web demonstrations of our software capabilities to C-level executives, directors, and sales managers
- Adept at identifying and utilizing internal resources (Sales Engineers, Customer Success, Support etc.) to build Clari / Salesloft brand awareness, assist in sales cycles, and close deals.
- Collaborative mentality by prioritizing 'we' and not focusing on 'me.'
- Superb listening skills; you must understand objections and defeat them by turning sceptics into ecstatic new customers
- High level of empathy: it's important for our AD's to be a good person to peers and prospects.
- Experience managing, expanding, and renewing customer relationships.
- Consistent overachievement of quota and revenue goals.
- Proven ability to make strong connections and overcome rejection to achieve results.
- Demonstrated ability to conduct compelling on-site and virtual presentations to C-Level executives.
It is Clari + Salesloft's intent to pay all Lofters competitive wages and salaries that are motivational, fair and equitable. The goal of Clari + Salesloft's compensation program is to be transparent, attract potential employees, meet the needs of all current employees and encourage employees to stay with our organization.
Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location.
The total compensation package for this position may also include performance bonus, benefits and/or other applicable incentive compensation plans.
Base Pay Range
$100,000-$150,000 USD
