Account Director, Enterprise
Own enterprise customer relationships and drive revenue growth through renewals, upsells, and strategic account management for a phone-centric identity platform. Requires 5+ years quota-carrying SaaS sales experience closing $250k+ ACV deals.
Key Responsibilities
Revenue Protection and Growth
- Build and maintain strong, long-lasting relationships with clients; serve as the main point of contact
- Monitor account renewals and proactively secure renewals, focus on price increases, added ACV, and up-selling additional products/services
- Organize and host onsite QBRs with client executive teams to align to customer goals and derive long-term partnership plans
- Forecast contracted and live revenue
- Meet or exceed sales quotas
- Independently build and manage upsell pipeline in assigned accounts
- Conduct discovery sessions to understand customer business needs, priorities, budget, timing, and key KPIs
- Utilize internal resources efficiently to drive the sales process
Client Relationship Management
- Build relationships with customers, understanding their strategic initiatives in digital identity and authentication
- Develop deep knowledge of how Prove solutions meet client use cases
- Keep the company informed on market intelligence regarding identity verification and authentication markets
Requirements
- 5+ years of quota-carrying experience selling complex SaaS 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 entrepreneurial spirit
- Strong history of quota attainment
- Ability to communicate articulately while exuding confidence and humility
- Ability to tell a compelling business story and lead a sales process
- Desire to understand and communicate underlying technology to business prospects
- Understanding of the security ecosystem with a focus on Identity
- Strong prospecting, qualifying, and negotiating skills; consultative sales approach
- Self-starter with ability to work independently in a fast-paced, high-growth environment
- Experience in cybersecurity, fintech, or fast-growing startup required
Compensation & Benefits
- Metro 2 areas (NYC, Seattle, LA, Miami metros): $130,000-$150,000 base + sales incentive plan
- Metro 3 areas (all other US cities except SF Bay Area): $110,000-$130,000 base + sales incentive plan
- Competitive salaries, bonus plan, and equity plan
- 401(k) Retirement Plan & Match
- Unlimited Vacation and Flexible hours
- Comprehensive medical benefits
- Modern Health for financial, mental, and physical wellness
- Emotional & Physical Wellness – EAP & Prove Well-Being Reimbursement
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