Senior Account Director

About the Company:

is a global duty of care and critical event management security SaaS company. Operating in more than 175 countries, we are the tip of spear in Global Security and Risk Intelligence- providing personal safety, travel risk management, and enhanced emergency mass notification system with comprehensive global imagery and proprietary AI algorithms. The SaaS platform ensures operational safety and security oversight to businesses operating worldwide, in partnership with Constellis, the world’s leading risk management organization. A wide range of companies & organizations have implemented services and products, including Agencies, NGO’s and Fortune 500 companies.

About the role:

The Senior Account Director is a results-oriented, externally-focused, sales leader who executes the entire sales process and consistently achieves forecast objectives on time - targeting and qualification, prospects’ needs analysis, trusted relationship building, comprehensive account penetration, competitive differentiation, proposal preparation, negotiation and closing. The Senior Account Director is extraordinarily self-motivated to delight customers and achieve monthly KPI’s, and is highly driven to win new business and exceed quota.

Mastery in the following core skills:

• New logo attainment
• Control of a sale and teaching prospects how to solve their problem.
• Plan, orchestrate and execute a consultative, complex, “Challenger” sales methodology.
• Selling to business unit users, including senior executives.
• Selling to IT, from individual technical influencer, CISO and CIO.
• Quickly and effectively build trusted relationships with participants in a sales process- despite blocking by gatekeepers who control the sales process and vendor interaction.
• Self-confidence and aplomb cold-calling C-level executives early in the sales process without reliance on warm introductions or fear of upsetting others.
• Understands the difference between a “coach” and a “champion” and expertise developing these relationships.
• Generating leads and opportunities. Not reliant on marketing for prospecting.
• Technical acumen strong enough to gain expert credibility with technical experts.
• Ability to build and manage a large pipeline of ongoing sales opportunities effectively.
• Proposal generation & negotiating contracts.
• Listener, educator, and persuasive communicator open to feedback and growth.
• Patience, determination, and a positive attitude.
• Problem-solving skills coupled with a high degree of creativity.
• Strong experience utilizing sales tools such as: Hubspot, ZoomInfo, and Sale Navigator.
• Written and oral communication skills with the ability to influence both internal and external stakeholders.
• Develops presentations and proposal to communicate with prospects and customers.

Qualifications:

• 4+ years enterprise sales expertise.
• Track record of success working for companies $5m-$100m ARR.
• Must have held an annual quota of $600k+ in a previous position and met or exceeded it.
• Must have maintained an average deal size of $65,000+/year in previous positions.
• Experience giving technical presentations to technical buyers.
• Understands technology at a deep level.
• Bachelor's degree or equivalent experience. Engineering or CS preferred.
• Indefatigable work ethic and passion for success.
• Relentless pursuit of quota overachievement each month.
• Organized and able to multi-task effectively.

Earnings:

• Year 1

Founders Options125k-150k Base Salary

+ Commissions (Base, Stretch, OT Recurring, and Renewals)

OTE Year One 250k-300k Plus

• Year 2

Founders Options125k-150k Base Salary

+ Commissions (Base, Stretch, OT Recurring, and Renewals)

OTE Year Two 280-330k Plus

• Year 3

Founders Options125k-150k Base Salary

+ Commissions (Base, Stretch, OT Recurring, and Renewals)

OTE Year Three 310-360k PlusSalary: $125K-$150K Base + Commission OTE Year 1 300K Plus, Year 2 330K Plus, Year 3, 360K Plus & Founders Options