Sr Account Director, Enterprise

Accountabilities:

Enterprise Sales and Revenue Growth: Drive new business development by prospecting, building qualified pipelines, and selling enterprise supply chain and direct spend management solutions to large organizations.
Strategic Account Planning: Develop and maintain actionable account plans that identify growth opportunities, establish sales priorities, strengthen customer relationships, and support long-term revenue generation.
Executive Relationship Management: Build and maintain trusted relationships with C-level executives and senior decision-makers across procurement, finance, IT, and supply chain functions.
Value-Based Selling: Articulate the strategic value of enterprise software solutions by connecting product capabilities to customer business objectives, operational challenges, and measurable financial outcomes.
Complex Deal Management: Lead enterprise sales cycles from initial prospecting through negotiation and closure, navigating complex stakeholder environments and coordinating the resources required to secure strategic opportunities.
Business Case Development: Develop compelling commercial proposals using return on investment (ROI), total cost of ownership (TCO), and other financial models to demonstrate business value and support executive decision-making.
Cross-Functional Sales Collaboration: Partner with colleagues across sales teams and other internal functions to coordinate resources, share insights, and advance complex opportunities across the sales cycle.
Customer Value Roadmaps: Collaborate with customers and internal stakeholders to establish joint strategic roadmaps that define business objectives, expected outcomes, and the value delivered over time.
Pipeline Management and Forecasting: Maintain accurate sales forecasts, monitor pipeline health, and provide regular reports to sales leadership on performance, market trends, emerging opportunities, and potential risks.
Market and Opportunity Analysis: Identify enterprise market trends, customer needs, competitive dynamics, and emerging business opportunities to inform sales strategies and strengthen market positioning.
Sales Methodology and Execution: Apply structured sales engagement methodologies, maintain disciplined opportunity management practices, and continuously refine sales approaches to achieve and exceed revenue targets.
Performance and Target Achievement: Consistently deliver against assigned sales quotas while maintaining a strong focus on sustainable revenue growth, customer value, and long-term commercial relationships.
Requirements:
Enterprise Sales Experience: A proven track record of exceeding sales quotas in enterprise software sales, ideally within supply chain management, procurement technology, direct spend, or related B2B software markets.
Executive-Level Selling: Demonstrated success selling to and influencing C-level executives and senior decision-makers within large, complex organizations.
Complex Sales Cycle Management: Experience managing lengthy, multi-stakeholder enterprise sales cycles, coordinating internal resources, navigating procurement processes, and successfully closing high-value deals.
Value-Based Commercial Selling: Strong ability to communicate business value to finance and business stakeholders, using ROI, TCO, and other financial models to demonstrate measurable customer benefits.
Strategic Account Planning: Excellent organizational skills and practical experience developing account plans, managing pipelines, prioritizing opportunities, and executing structured sales strategies.
Pipeline Forecasting and Reporting: Ability to maintain accurate forecasts, analyze sales performance, identify risks, and communicate pipeline developments clearly to leadership.
Cross-Functional Collaboration: Demonstrated ability to work effectively with diverse teams across departments, seniority levels, and international geographies to advance strategic opportunities.
Sales Methodology Knowledge: Familiarity with established sales engagement methodologies and structured approaches to prospecting, qualification, stakeholder management, and deal execution.
Commercial Acumen: Strong understanding of enterprise business challenges and the ability to connect technology investments to financial performance, operational efficiency, and strategic business objectives.
Communication and Negotiation: Excellent presentation, relationship-building, influencing, and negotiation skills, with the ability to engage confidently with senior executives.
Leadership and Ownership: Strong professional judgment, initiative, accountability, and the ability to manage competing priorities while maintaining focus on revenue objectives.
Adaptability and Strategic Thinking: Ability to identify new business opportunities, respond to evolving market conditions, and develop effective sales strategies in a competitive enterprise technology environment.
Benefits:
Competitive Compensation: Advertised annual salary range of $195,000–$221,667, with the starting salary determined by relevant skills, experience, and geographic location. The original posting does not specify the currency.
Remote Work: A remote working arrangement designed to support flexibility and collaboration across international teams.
Comprehensive Regional Benefits: Location-specific benefits packages that may include medical and dental insurance, retirement or pension plans, and life or accident protection.
Paid Wellness Days: Two company-wide paid wellness days annually to support rest, recovery, and personal well-being.
Birthday Leave: One paid day off on your birthday or another day of your choice during your birthday month.
Volunteer Time Off: Up to 40 hours of paid volunteer leave annually to support community initiatives and charitable activities.
Employee Assistance Program: Free, confidential, round-the-clock access to counseling and resources covering emotional well-being, work-life challenges, financial advice, legal guidance, and support for new parents.
Business Travel Protection: Access to travel assistance services that provide medical, safety, pre-trip planning, and emergency support during business travel.
Employee Referral Bonuses: Financial incentives for referring qualified candidates who are successfully hired.
Innovative Technology: The opportunity to sell AI-powered spend management solutions designed to help organizations make smarter purchasing decisions, improve visibility, and increase profitability.
Global Collaboration: Work alongside international sales and business teams, sharing expertise and contributing to strategic enterprise opportunities.
Meaningful Business Impact: Help major organizations optimize spending, improve supply chain performance, and achieve measurable commercial outcomes.
Inclusive Work Environment: Join an organization that emphasizes collaboration, transparency, equal opportunity, and employee well-being.