Director, Strategic Account Management (East)

The Director, Strategic Account Management (East) at Attentive is responsible for building and leading a team of Strategic Accounts Directors, managing the entire sales lifecycle, coaching team members on processes, leveraging CRM data for forecasts, and collaborating closely with the sales, product, and marketing teams. This role requires focused efforts on increasing revenue and customer expansion through strategic planning and execution of our new products.

For the Director, Strategic Account Management (East) position at Attentive, candidates should possess over 10 years of B2B/Enterprise software sales experience, with a strong emphasis on SaaS sales in the marketing technology space. Additionally, 5 or more years of SaaS sales management experience is essential. Strong negotiation skills, leadership abilities, and a proven record of meeting sales quotas are also key qualifications.

A Director, Strategic Account Management (East) can significantly influence growth at Attentive through enhancing the sales team’s performance, driving new business initiatives, and ensuring alignment with the overall company revenue strategy. By building strong relationships with customers and understanding their needs, the director fosters expansion growth while promoting our innovative products and services.

Success as a Director, Strategic Account Management (East) at Attentive hinges on excellent negotiation and leadership skills, structured verbal and written communication, and the ability to thrive in fast-paced environments. Strong analytical abilities are also crucial for interpreting CRM data to make informed sales decisions and forecasts.

At Attentive, the Director, Strategic Account Management (East) leads a team of Strategic Accounts Directors. This structure promotes collaboration while focusing on driving new business growth through unified sales strategies. The director works closely with the leadership team and other departments like Sales and Customer Success to ensure a cohesive approach to managing strategic accounts.

Absolutely! Attentive is committed to employee growth and development. As a Director, Strategic Account Management (East), you would have ample opportunity to showcase your leadership abilities and contribute to significant business outcomes, potentially paving the way for further advancement within the organization.

Attentive offers competitive perks and benefits for the Director, Strategic Account Management (East) position, including health and wellness programs, stock equity options, and more. These comprehensive benefits are designed to help you bring your best self to work every day. For US-based applicants, the salary range is $165,000 - $210,000 per year, along with bonus and additional equity.

When answering this question, focus on specifics such as the size of the team you led, the strategies you implemented to drive sales growth, and your role in coaching team members. Highlight any successful sales campaigns and your approach to performance metrics to demonstrate your leadership effectiveness in a SaaS context.

Discuss the tools and methodologies you use, emphasizing CRM systems' role in analyzing sales data. Explain how you set realistic sales targets and engage the team in achieving these goals, showcasing your strategic planning skills with examples from your past experience.

Highlight your approach to engaging with clients, such as conducting needs assessments and stakeholder interviews. Provide examples of successful cases where you translated client needs into actionable business solutions, enhancing customer satisfaction and retention.

Mention the importance of understanding the client's needs, framing discussions around mutual value, and maintaining a collaborative approach. Share specific negotiation scenarios from your career where you achieved positive outcomes, demonstrating your skills in this area.

Be prepared with detailed metrics, outlining your strategy, execution, and the tactics that led to surpassing goals. Focus on the teamwork involved and the resources you mobilized to achieve these results, showcasing your leadership style and dedication to success.

Discuss your experience in collaborating with cross-functional teams, explaining how you incorporate feedback to adjust sales strategies. Use examples to illustrate how you aligned sales targets with the broader business goals, ensuring all teams worked toward a unified vision.

Explain your perspective on customer experience as a critical foundation for sales success. Share specific instances where enhancing customer experience led to increased sales or account growth, reflecting on how this aligns with your leadership philosophy.

Share your methods for researching industry trends, competitor analysis, and utilizing data-driven insights into your strategies. Emphasize the importance of continuous learning and adapting your approach to maintain a competitive edge in the fast-evolving marketing technology landscape.

Be honest about the aspects that drive you, whether it's seeing team success, achieving sales milestones, or nurturing client relationships. Share personal stories that illustrate your passion for leading teams and the satisfaction you find in mentoring others to succeed.

Select an example that highlights your problem-solving skills and resilience. Discuss the context of the challenge, the strategies you employed to address the issue, and the outcomes of your actions, emphasizing what you learned and how it has informed your leadership style moving forward.