SMB Account Director - LinkedIn Talent Solutions

About LinkedIn

LinkedIn is the world's premier professional network designed to generate economic opportunities across the global workforce. Our platform empowers individuals to forge strong connections, uncover exciting career openings, enhance critical skills, and access valuable insights daily. We prioritize empowering our employees through growth-focused opportunities and foster a culture rooted in trust, inclusion, care, and enjoyment to enable success for all.

Position Overview

We are seeking an Account Director within our Small and Medium Business (SMB) sector to act as a trusted advisor focused on delivering exceptional value and fostering customer success. This role requires a strategic approach to sales paired with a strong commitment to client advocacy and achievement of revenue goals. Operating in a hybrid work setting, the role blends remote and office days as per team requirements.

Key Duties and Responsibilities

• Conduct disciplined territory and account planning, forecasting, and consistently achieve sales quotas.
• Research customers’ businesses thoroughly and prepare insightful, relevant questions prior to meetings.
• Engage in deep, layered inquiry to uncover customers’ objectives and challenges beyond surface issues.
• Build and sustain relationships across multiple organizational levels within customer accounts.
• Adapt communication style and content effectively to suit diverse stakeholder needs.
• Focus recommendations on solutions that align with customer goals rather than just product features.
• Maintain integrity throughout the sales process.
• Guide customer decision-making processes to establish a shared vision and emphasize combined value propositions.
• Apply commercial insight and business acumen in negotiating agreements and decision-making.
• Utilize data and insights to support investment proposals and address objections.
• Proactively mitigate customer churn using a thoughtful, customer-centered strategy.
• Maintain ongoing engagement with customers to confirm value realization and adjust strategies for optimal returns.
• Identify and cultivate opportunities that promote customer growth and increased value delivery.
• Incorporate economic, industry, and company factors into account planning through a customer-centric perspective.
• Map key stakeholders within accounts to gauge relationship strength and devise outreach strategies.
• Share joint accountability with colleagues and cross-functional teams to maximize customer outcomes.
• Demonstrate humility and seek assistance from team members when encountering challenges.
• Adhere to best practices in using CRM and sales tools to manage sales and buyer cycles effectively.

Qualifications and Experience

• Minimum of 2 years of relevant sales experience.
• Preferred experience includes familiarity with HR software, SaaS products, and the Dynamics/D365 platform.
• Background in selling IT solutions and understanding of software contract terms to ensure fair agreements.
• Strong skills in negotiation, accurate forecasting, and achievement of revenue targets.
• Excellent communication, sales strategy development, and ability to manage high-level business opportunities.
• Ability to leverage data for informed decision-making and prospect evaluation.
• Capability to coordinate business closures with a clear understanding of client needs.
• Willingness to be coachable and collaborate with multiple partners and management team members.

Compensation and Benefits

The salary range for this role is between 120000 and 141000 CAD on an on-target earnings (OTE) basis. Specific compensation depends on multiple factors including experience, certifications, and location. Additional benefits may include performance bonuses, stock options, and other incentives. Further details about employee benefits are available through the company's official resources.

Additional Information

Interviews may be recorded with AI-assisted transcription technology; candidates will be informed beforehand and can opt out without impacting hiring decisions. For details related to data privacy and employment rights, candidates can access pertinent documents via the company’s candidate portal.