Strategic Account Director

About the role

Enterpret is dedicated to revolutionizing Customer Intelligence, empowering organizations to derive valuable insights from feedback, conversations, and qualitative data. We are in search of a Strategic Account Director to oversee our most critical and complex client engagements. In this capacity, you will manage a select portfolio of global brands, fostering relationships and driving the adoption of our services throughout their organizations. You will report directly to the Head of Revenue, playing a crucial role in our growth strategy.

This position is essential as many prospective clients may not yet appreciate the necessity of a Customer Intelligence Infrastructure. A significant part of your responsibilities will involve educating Product, Support, and Data leaders about the financial ramifications of a fragmented customer ecosystem. This requires a blend of business acumen, patience, and the ability to craft a persuasive business case, moving beyond traditional presentation methods.

Collaboration will be vital in this role, as you will partner with teams across Marketing, Product, Customer Success, Solutions Engineering, and our founders for each account. You will identify the right resources to engage at various stages of the sales process, ensuring a experience for clients.

Key facts

What you'll do

• Oversee a designated portfolio of strategic accounts, gaining insights into their unique challenges, budget constraints, and long-term engagement strategies.
• Secure new flagship clients from the top tier of the market and facilitate their expansion across various business units, including research, support, and marketing.
• Manage intricate sales cycles that can span six to twelve months, involving numerous stakeholders, while ensuring progress through security assessments, procurement, and contract negotiations.
• Develop a compelling business case that quantifies the advantages of centralized customer insights, tailored to resonate with CFOs and other key decision-makers.
• Design and implement proof of concepts and trials with clear success metrics to facilitate timely decision-making processes.
• Foster executive-level sponsorship within client organizations and maintain these relationships beyond individual transactions.
• Employ MEDDPICC for comprehensive qualification and to reshape how prospects and clients view their customer data.
• Provide precise forecasts in Salesforce, ensuring transparency and minimizing last-minute surprises.
• Communicate market insights back to the Product team, ensuring they receive direct feedback from your accounts to inform future developments.

Requirements

• Experience: A minimum of 10 years in enterprise software sales, with at least three years focused on Fortune 500 or Global 2000 companies, managing annual contract values exceeding $200K.
• Demonstrated success in acquiring new flagship clients, with a proven record of deal sizes and effective entry strategies.
• Proficient in navigating complex strategic deals that involve multiple business units, undefined budgets, and shifting priorities.
• Familiarity with AI, analytics, or data platforms, enabling meaningful technical discussions and knowing when to engage Pre-Sales teams.
• Expertise in value-based selling and the ability to construct quantifiable business cases; experience with Challenger or Force Management methodologies is a plus.
• Strong executive presence in both written and verbal communication, capable of effectively engaging C-level executives.
• Flexibility to thrive in an early-stage company environment, where processes may still be evolving.
• Proficiency in Salesforce (SFDC), Gong, and Outreach platforms.
• Travel: Expect approximately 30% travel, with potential increases based on deal requirements. In-person meetings can significantly impact account progression.

What We Value

At Enterpret, we emphasize the importance of ownership and teamwork, striving for collective success. We prioritize personal connections among team members while fostering growth through honest and constructive feedback. Our culture is rooted in humility and a commitment to continuous improvement.

Equal Opportunities

We are proud to be an equal opportunity employer, ensuring that all employees and candidates are treated fairly, regardless of age, gender, disability, marital status, race, religion, or ethnicity. We are dedicated to preventing any disadvantages arising from employment terms that cannot be justified.