Enterprise Account Director

As an Enterprise Account Director at Top Hat, your primary responsibilities include developing and executing territory strategies, managing the customer lifecycle from prospecting to renewal, driving enterprise growth by leveraging relationships with universities, and ensuring smooth implementation of our solutions. Additionally, you'll negotiate contracts and conduct quarterly business reviews with university leadership, tracking progress against key performance indicators.

To qualify for the Enterprise Account Director role at Top Hat, you should have at least 3 years of experience in enterprise sales or customer success, particularly in the EdTech sector or SaaS environments. A proven track record of exceeding quotas and proficiency in managing complex contracts is essential, along with experience interacting with C-level stakeholders. Strong negotiation, problem-solving skills, and data-driven decision-making abilities are also important.

An Enterprise Account Director at Top Hat should possess excellent negotiation, public speaking, and problem-solving skills. Strong project management abilities and a robust understanding of data analysis, particularly using Excel, are also critical. Being independent and coachable, along with a willingness to travel up to 50%, will further contribute to your success in this role.

At Top Hat, Enterprise Account Directors work in a flexible, remote-first environment. The company values a collaborative team culture that prioritizes meaningful work and customer care. You'll also benefit from professional development opportunities and enjoy competitive health benefits starting on your first day.

The role of an Enterprise Account Director is integral to Top Hat's mission of transforming higher education. By building and managing partnerships with prominent universities, you'll help ensure that Top Hat's innovative solutions positively impact teaching and learning, leading to higher retention and success rates within educational institutions.

When answering this question, you want to highlight specific experiences where you've successfully navigated complex sales processes in the EdTech market. Discuss the types of accounts you've worked with, the challenges you've faced, and the strategies you utilized to exceed sales goals.

To answer effectively, share your strategies for establishing trust and rapport with high-level decision-makers. Explain the importance of understanding their needs and how you align your solutions with their objectives, showing that you are both attentive and proactive in your approach.

Discuss your methods for engaging customers post-sale, such as regular check-ins, feedback requests, and quarterly business reviews. Emphasize how these actions help you understand your customers’ evolving needs and strengthen relationships, ultimately leading to long-term retention.

Use the STAR method (Situation, Task, Action, Result) to walk through a specific example. Detail the challenges faced, the strategies implemented to overcome them, and the measurable outcomes that resulted from your efforts.

Talk about your organizational tools and techniques, such as CRM software or project management platforms. Explain how you prioritize tasks based on account needs and sales cycles to ensure nothing falls through the cracks.

Share how you leverage data to inform your sales strategies, such as analyzing customer behavior, forecasting sales, and making data-driven decisions. Highlight your comfort with analytics tools or software that support your approach.

Explain how you would approach the situation with empathy and open communication. Discuss the importance of understanding the customer’s perspective and how you’d seek to address their concerns while presenting alternative solutions to drive a positive outcome.

Offer a specific example that showcases your ability to assess a university's goals and challenges, how you worked with the institution's leadership, and how your proposed solution addressed their needs effectively.

Describe your negotiation approach, emphasizing preparation, understanding the other party's needs, and looking for win-win solutions. Illustrate with a successful negotiation scenario where your tactics resulted in a favorable contract for both sides.

Discuss your insights on current challenges within the EdTech sector, such as competition, evolving technology needs, or institutional resistance. Offer your perspective and suggest how an Enterprise Account Director can navigate these challenges effectively.