Key Account Director, Key Accounts (Vertical Markets) - LinkedIn Sales Solutions

Company Description

LinkedIn is the world's largest professional network, built to create economic opportunity for every member of the global workforce. Our products help people make powerful connections, discover exciting opportunities, build necessary skills, and gain valuable insights every day. We're also committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture that's built on trust, care, inclusion, and fun – where everyone can succeed.

Join us to transform the way the world works.

Job Description

At LinkedIn, our approach to flexible work is centered on trust and optimized for culture, connection, clarity, and the evolving needs of our business. The work location of this role is hybrid, meaning it will be performed both from home and from a LinkedIn office on select days, as determined by the business needs of the team.

LinkedIn’s Sales Solutions team is dedicated to improving the world of sales and business development with Sales Navigator, our flagship product that connects and builds mutually beneficial relationships between buyers and sellers.  

As a Key Account Director, you will lead a sales pod to expand the footprint of Sales Navigator and related offerings with some of our largest and most strategic growth customers. To do this, you will consult and educate prospective buyers on the benefits and value of these platforms, helping your customers deliver more effective go to market strategies and results. This includes orchestrating relationships across customer organizations including C-suite executives, establishing yourself and the broader LinkedIn team as an accelerator for customers to meet their business targets, and inspiring your customer to embrace new challenges and opportunities for growth. You will also organize how your sales pod works with multiple parts of LinkedIn’s business including Sales leadership, Customer Success, Marketing, and Insights/Analytics.  

This role will focus on one of two priority verticals for LinkedIn Sales Solutions - Professional Services (i.e., consulting, accounting, and law firms) or Financial Services & Insurance. 

Responsibilities: 

• Understand how LinkedIn’s platform and relevant products like Sales Navigator can be used to help customers grow their businesses, and make compelling recommendations for additional investments in LinkedIn 

• Deeply understand the vertical sector you are covering including how these companies work, how they are organized and make decisions, market trends, challenges and opportunities 

• Own renewal and expansion outcomes with a named territory of prioritized accounts (approx.. 15-20) 

• Ensure that recommendations and pitches are backed with clear business cases including ROI analysis tailored to your specific customers’ contexts and priorities 

• Lead design of an effective territory strategy for your sales pod including clear accounts plans, coverage of decision makers and key stakeholders, and multi-threading efforts to support new opportunities 

• Maintain a pipeline of active pursuits for immediate and future quarters 

• Maximize customer engagement through executive events and participation in targeted marketing and product campaigns 

• Communicate with the Executive and the Product team about what you are hearing from the market and, when appropriate, push the organization to think about what we need to develop to stay competitive 

• Deliver, and preferably exceed, against quarterly, half and annual revenue targets  

Qualifications

Basic Qualifications: 

• 7+ years of experience in Enterprise Sales  

• 5+ years of experience managing Enterprise accounts in net new and expansion environment 

Preferred Qualifications: 

• 10+ years in quota carrying roles working with large, complex client organizations 

• Practical experience in Enterprise SaaS companies and/or enterprise level consulting  

• BA/BS Degree or MBA degree in a related field e.g., Economics, Business Management 

• Successful track record of reaching and/or exceeding goals 

• Proven experience managing both directly and indirectly through influence and alignment 

• Experience working in high-growth, performance-focused environments 

• Demonstrated ability to develop and execute on account strategy plans, structure complex deals, manage multiple strategic partnerships and develop business to support growth 

• Proven track record of exceeding quota and