About the Role:

As an Account Director, you will play a crucial role in understanding and elevating our customer relationships. You will leverage your expertise in SaaS and HR Tech to uncover growth opportunities and deepen connections with our customers, ensuring they achieve their goals while maximizing the value of our product suite.

Key Responsibilities:

• Understand and Adapt: Develop a deep understanding of each customer’s unique business needs and communication style to create tailored solutions that resonate.
• Discover Growth Opportunities: Identify opportunities to expand product usage and introduce new offerings, enhancing the value delivered to our customers.
• Leverage Relationships: Seek ways to deepen engagement across all levels of the organization, including parents, subsidiaries, and other divisions.
• Research and Prepare: Conduct thorough research on customers' businesses and come prepared with insightful questions and insights for meetings.
• Engage Thoughtfully: Ask layered, open-ended questions to uncover and clarify customer objectives and challenges beyond the surface level.
• Strategic Account Planning: Use business insights and a customer-centric approach to plan accounts effectively, mapping key stakeholders and fostering strong relationships while maintaining disciplined territory management and forecasting.
• CRM Best Practices: Utilize CRM and sales tools effectively to manage sales cycles and ensure best practices are followed.
• Collaborative Accountability: Commit to a collaborative approach with cross-functional teams to deliver an exceptional customer experience.

Qualifications:

• 5-8 years of experience in customer sales with a focus on expansion-driven revenue targets.
• Proven experience in the SaaS space, particularly within HR Tech or related fields.
• Strong ability to identify and self-source expansion opportunities, employing innovative strategies.
• Exceptional executive presence with polished presentation and communication skills, particularly when engaging with VP and C-suite executives.
• Experience building and navigating relationships within large enterprise environments.
• Familiarity with sales methodologies, such as MEDDPICC, and a solid understanding of deal stage progression.
• Proficiency in leveraging data for decision-making and influencing others.
• Skilled in assessing business opportunities and understanding diverse buyer personas.
• Proven track record in orchestrating the closure of business deals with a clear understanding of customer needs.
• Experience in cross-selling, upselling, and growing customer accounts.