Director, Strategic Account Management (East)

To be considered for the Director, Strategic Account Management (East) role at Attentive, candidates should have 10+ years of B2B/Enterprise software sales experience, especially in SaaS within the marketing technology sector. Additionally, 5+ years of SaaS sales management experience, excellent negotiation skills, and a proven track record of exceeding sales quotas are essential.

As a Director of Strategic Account Management at Attentive, you'll lead a high-performing team focused on increasing account value by selling new products. You'll manage the end-to-end sales cycle, analyze performance metrics, collaborate with various departments, and ensure a cohesive customer experience to secure growth in strategic accounts.

At Attentive, we prioritize professional growth. In the Director, Strategic Account Management position, you will have access to ongoing coaching and development opportunities. You will also lead your team, fostering a culture of learning and support that empowers everyone to reach their full potential.

For the Director, Strategic Account Management (East) role at Attentive, the expected base salary ranges from $165,000 to $210,000 annually, which is complemented by bonus incentives, commissions, equity options, and a comprehensive benefits package.

As a Director, Strategic Account Management at Attentive, you can expect a fast-paced, innovative work environment. Our culture encourages creativity, teamwork, and proactive problem-solving, allowing you to significantly impact the company while enjoying supportive colleagues and leadership.

Successful candidates for the Director, Strategic Account Management position at Attentive need strong leadership, negotiation, and analytical skills. An ability to communicate effectively, both verbally and in writing, as well as a passion for growing client relationships and meeting sales targets, are also crucial for success.

In your role as Director, Strategic Account Management at Attentive, you will collaborate closely with product management, marketing, and customer success teams. This synergy is essential for strategizing market opportunities, aligning company objectives, and ensuring a seamless customer experience across all touchpoints.

Discuss your leadership style, emphasizing collaboration, coaching, and empowerment. Mention specific strategies that have helped your team succeed and how you foster a positive work environment that encourages everyone to contribute to their potential.

Share a specific example where you navigated obstacles effectively, detailing the tactics you employed to understand the client's needs, build relationships, and articulate a compelling value proposition that led to a successful close.

Outline the key performance indicators (KPIs) you track, such as sales growth, conversion rates, forecast accuracy, and team engagement metrics. Explain how these metrics help you make informed decisions to drive performance and address issues proactively.

Discuss your approach to relationship-building, emphasizing active listening, understanding pain points, and offering tailored solutions. Highlight any tools or techniques you use to maintain these relationships and ensure continuous engagement.

Provide examples of how you've stayed informed about industry trends and adjusted your sales strategies. Discuss specific initiatives you've implemented to embrace new technologies, enhance customer experience, and drive sales results.

Talk about the importance of collaboration across departments. Describe your methods for fostering communication, sharing insights, and aligning goals to ensure a cohesive approach to market opportunities and client satisfaction.

Highlight values such as collaboration, accountability, inclusivity, and recognition that contribute to a thriving sales culture. Share examples of how you have implemented these values in previous roles and the positive outcomes that resulted.

Share a concrete example, outlining both the objection and your response. Highlight your negotiation skills, ability to empathize with the client, and how you ultimately transformed the objection into an opportunity.

Explain your method for assessing and prioritizing sales opportunities based on factors such as potential revenue, strategic alignment, and client urgency. Discuss any tools or processes you use to stay organized and focused.

Describe your approach to addressing underperformance, emphasizing the importance of open communication and support. Discuss how you'll work with the team member to identify areas for improvement and create a development plan that sets them up for success.