Strategic Account Director
Posted Updated
Description
- At Enterpret, we’re building the future of Customer Intelligence: helping companies understand their customers by turning feedback, conversations, and qualitative data into decisions. Product, marketing, support, and research teams use Enterpret to answer questions they used to guess at
- We’re hiring a Strategic Account Director to own our largest and most complex opportunities. You’ll carry a named list of global brands, land them, and grow each one from a single team into a company-wide standard. You’ll report directly to the Head of Revenue
- This is a category-creation seat. Most of your buyers do not have a line item for Customer Intelligence Infrastructure yet. A large part of the job is helping Product, Support, and Data leaders understand the revenue implications of a fragmented and disorganized customer ecosystem. That takes patience, real business acumen, and the willingness to build a business case instead of sending a deck
- You’ll work with Marketing, Product, Customer Success, Solutions Engineering, and our founders on every account. On deals this size, you’re the one deciding who to pull in and when
- Own a named list of strategic accounts. Build a point of view on each: where the pain sits, who controls budget, what a three-year footprint looks like
- Land net-new flagship logos at the top of the market, then expand across business units, from one product team into research, support, marketing, and executive reporting
- Run six to twelve month cycles with ten or more stakeholders through security review, procurement, legal, MSA and DPA negotiation, without losing momentum
- Build the business case yourself. Quantify what changes when a company can see every customer signal in one place, in numbers a CFO recognizes
- Design POCs and trials with success criteria agreed up front, so evaluations end in a decision rather than drifting into next quarter
- Earn executive sponsorship at the C-Suite and SVP level, and keep those relationships alive between deals
- Apply MEDDPICC to qualify rigorously and reframe how prospects and customers think about their customer data
- Forecast honestly in Salesforce. Clear risk calls, no surprises in the last week of a quarter
- Bring market context back in. Your accounts are the sharpest input we have on roadmap and positioning. Make sure our Product team hears it directly
- You’ll know you’re successful when:
- You consistently meet or exceed new ARR targets, including multi-year commitments
- At least one of your accounts has moved from a first use case to a company-wide deployment
- Executives at your accounts take your call because you’ve earned it, not because a meeting was booked for them
- Other AEs on the team ask to copy your account plans
- Value-based selling and quantified business cases. Experience with Challenger or Force Management is a plus
- Comfort in the messy middle of a strategic deal: multi-business-unit expansion, budget that doesn’t exist yet, competing internal priorities, a champion who changes jobs halfway through
- Tolerance for an early-stage company. Some of the process you need won’t exist yet, and you’ll build it as you sell
- Fluency in AI, analytics, or data platforms, enough to hold a real technical conversation and know when to bring in Pre-Sales
- A record of landing net-new flagship logos, not only growing inherited accounts. We’ll ask for names, deal sizes, and how you got in the door
- Travel: 30%, more when a deal calls for it. Onsites move these accounts in a way calls don’t
- Proficiency with Salesforce (SFDC), Gong, and Outreach
- Executive presence in writing and in the room. You can hold a 45-minute conversation with a CPO and have them ask for the next one
- Experience: 10+ years in enterprise software sales, with at least three of those selling into the Fortune 500 or Global 2000 at ACVs above $200K