Account Director

ABOUT THE ROLE

The Account Director is a strategic, results-oriented leader with a strong ownership mindset, responsible for driving growth and ensuring the long-term viability of the assigned territory. This role will define and execute the territory sales strategy, coordinating efforts across cross-functional regional teams to deliver on pipeline and revenue goals. The AD will manage the full sales cycle: researching and developing net new opportunities, as well as maintaining, upselling, and cross-selling within an existing customer base across all product offerings. The ideal candidate partners closely with customers and prospects to understand their needs, shape tailored solutions, and advise them throughout the sales process.

This specific Account Director position will cover the Southeast territory. Applicants must be located in the Mid-Atlantic area.

SPECIFIC RESPONSIBILITIES 

• Manage and grow key accounts, ensuring customer satisfaction and long-term partnerships.
• Identify and progress new business with top prospects.
• Develop and execute strategic account plans to achieve Sales targets.
• Own your pipeline to ensure long-term, consistent performance in quarterly/annual quota achievement.
• Maintain and grow revenue from existing customers by selling and cross-selling our solutions into new departments.
• Identify and build relationships with key decision makers in existing and prospect organizations.
• Develop an understanding of business issues and opportunities in order to create a high value proposal focused on delivering their desired outcomes.
• Build a comprehensive territory plan that outlines strategy to secure new prospects.
• Work with a team of Account Executives (AEs), providing leadership, guidance and support.
• Collaborate with cross-functional teams to deliver exceptional customer and prospect experiences.
• Analyze market trends and customer and new business needs to identify opportunities.
• Maintain accurate and up-to-date forecast opportunities and records in the CRM system.
• Lead and contribute to RFP responses.
• Meet annual sales targets.

REQUIRED QUALIFICATIONS 

• Bachelor's degree in Business, Marketing, or a related field, or equivalent experience.
• 5+ years of sales experience with enterprise software
• Proven track record of meeting or exceeding Sales targets, and managing and growing key accounts.
• Prior experience in correctly qualifying new opportunities and accurately forecasting.
• Strategic thinker with the ability to analyze data and market trends.
• Ability to identify gaps and growth potential.
• Excellent leadership, communication, negotiation, and presentation skills.
• Strong cross functional collaboration skills.
• Proficiency with CRM software and Sales tools.
• Ability to travel in excess of 50%. 

ABOUT ACCELA

For nearly 20 years, Accela has been an industry leader in designing and delivering government software to improve efficiency, increase citizen engagement and enable the development of thriving communities. Today, citizens are savvy to how services should be delivered, and expect a consistently convenient, openly transparent view into their local government. While government agencies struggle to do more with less, our mission has never been more critical. Accela provides a robust, cloud-based platform of government software solutions that accelerate growth, efficiency, and transparency in communities of all sizes. From planning, to building, to service request management and more, Accela's SaaS offerings level the playing field for small and medium governments and enable smaller agencies to leverage larger city technologies. Our open and flexible technology helps agencies address specific needs today, while ensuring they are well prepared for the emerging challenges of the future.

OUR COMMITMENT TO DIVERSITY, EQUITY, AND INCLUSION
Accela believes in developing and nurturing a workplace community where our differences are celebrated, and everyone feels a sense of psychological safety and belonging. Accela is committed to putting resources and attention towards evolving our practices, policies, and philosophies to enable diversity to thrive and to support equity in opportunity for everyone.

COMPENSATION AND WELL-BEING

The annual base salary range for this full-time position is $120,000 - $150,000. The actual annual base salary offered may be adjusted based on a variety of factors, including but not limited to, location, education, skills, training, and experience. In addition to an annual base salary, this role is eligible to earn commissions.

Accela's U.S. team members will receive a generous benefits package consisting of options including medical, dental, and vision plans, family planning benefits, 401(k) retirement savings plan with company match, health savings account with company contributions, flexible spending account, life, accident, and disability coverage, business travel insurance, employee assistance programs, and other well-being benefits.

Accela is an Equal Opportunity Employer/Affirmative Action Employer and will respond to requests for job accommodations.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, national origin, protected veteran status, or based on disability, gender identity, and sexual orientation.

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