Director, Strategic Accounts

Accountabilities

• Strategic Account Growth: Drive new and expansion revenue across existing enterprise and national accounts through structured land-and-expand strategies, increasing adoption and maximizing account value.

• Account Mapping and Opportunity Development: Map complex customer organizations to identify cross-selling and upselling opportunities across business units, departments, and seniority levels, including C-suite stakeholders.

• Executive Relationship Management: Build and maintain trusted relationships with enterprise decision-makers, understand their strategic priorities, and position solutions that address evolving business needs.

• Cross-Functional Leadership: Lead collaboration across Operations, Customer Success, Legal, Marketing, and other internal teams to align customer requirements, coordinate account execution, and accelerate time to value.

• Business Case Development: Prepare and present compelling business cases, return-on-investment analyses, and tailored executive presentations to demonstrate value and secure expansion commitments.

• Contract Negotiation: Structure, negotiate, and close complex enterprise agreements, including large, multi-year contracts and master service agreements (MSAs).

• Pipeline and Forecast Management: Maintain accurate CRM records, disciplined pipeline management, and reliable account forecasts. Communicate account risks, key buying events, growth opportunities, and mitigation strategies proactively to sales leadership.

• Market and Industry Expertise: Serve as a strategic advisor to enterprise customers by maintaining a strong understanding of industry trends, macroeconomic developments, market dynamics, and the competitive landscape.

• Revenue Performance: Consistently pursue ambitious sales targets by developing account plans, managing complex sales cycles, and converting opportunities into measurable revenue growth.

Requirements

• At least seven years of outside enterprise sales experience, including four or more years selling PropTech, SaaS, or technology-enabled services to large national or enterprise accounts.

• A demonstrated history of achieving or exceeding annual recurring revenue (ARR) quotas in the range of $1.2 million to $1.6 million or higher.

• Proven success selling to C-suite executives, navigating complex buying committees, and building consensus among multiple stakeholders.

• Strong expertise in enterprise sales methodologies, such as MEDDPICC, to qualify opportunities, evaluate deal health, manage risks, and improve conversion rates.

• Demonstrated ability to structure and negotiate large, multi-year contracts and master service agreements.

• Experience acquiring new customers and executing land-and-expand strategies to grow existing accounts through cross-selling, upselling, and increased adoption.

• Proficiency with Salesforce and Gong for pipeline management, sales engagement, and accurate forecasting.

• Strong analytical and commercial skills, including the ability to develop persuasive business cases, demonstrate ROI, and translate customer needs into strategic sales opportunities.

• Excellent communication, presentation, negotiation, and relationship-building skills, with the confidence to influence senior executives and lead cross-functional teams.

• A proactive, strategic, and results-driven approach to account management, with the ability to balance long-term relationship development and near-term revenue objectives.

• Experience in the multifamily industry is a strong advantage.

• Willingness and ability to travel as needed for customer meetings and industry events.

Benefits

• Annual compensation range of$200,000–$240,000.

• Flexible work schedule with eligibility to work remotely.

• Unlimited vacation.

• Comprehensive compensation and benefits package.

• The opportunity to lead strategic enterprise relationships and drive meaningful revenue growth within a growing business.

• A collaborative environment that supports cross-functional partnership, strategic ownership, and professional impact.