Director, Strategic Accounts Team (Eastern US Region-Remote)

Who we are

Whatfix is the #1 Digital Adoption Platform (DAP) for Enterprises. We are changing the way Enterprises train and support their end-users on Applications. We provide large enterprises (Mostly Fortune 500 companies) with a SaaS platform that accelerates their employee's learning of new applications, and subsequently, the support of those applications. Our platform replaces old-fashioned classroom training. We take application training into the product, allowing the end-user to learn how to use the application from within the application. In addition, we provide ongoing support & re-training efforts contextually, with step-by-step guidance inside any web application at the exact time a task is being performed. The product has redefined the way companies onboard, train, and provide support to users.

Whatfix is looking for a seasoned leader to become our Director, Strategic Accounts Team (East US) and lead a team of Account Directors for the US Eastern region.

The position will contribute to setting the strategy and leading the execution of Whatfix’s expansion in the customer base of Enterprise Large Enterprise Accounts covering the East region. This position reports to the AVP of Sales, Strategic Accounts - Americas.

About the Role

The Director, Strategic Accounts Team (East US) is a team quota-carrying position. As a leader – you, along with a high-performing team (reporting to you), will lead our expansion strategy in a named set of existing Enterprise Accounts.

This regional leader will empower, set goals & strategy, hold the team accountable for quota attainment, and lead by example. In addition, this strategic leader collaborates with the ADs in closing on new business in existing accounts – partnering on account calls, assisting in account health monitoring, and effectively maintaining strong account relationships.

This leader is a hands-on player, mentor, and coach; and, is an evangelist for the needs of the business.

Responsibilities

• Manage, build & scale a world-class Account Management team based out of the East region
• Help drive pipeline & close business to grow overall revenue of Whatfix within the assigned territory
• Coach Account Directors through the development of key enterprise-level sales skills, including forecasting & sales planning, prospecting within an account base, complex deal negotiations, sales closures, and cross-functional support both internally & externally
• Learn by doing and directly own some prospecting activities, build pipeline, and drive some opportunities as the lead and hands-on player while managing your team
• Assesses the sales pipeline, activity & forecasts to determine sales progress & areas for refinement/improvement
• Develop proven and new strategies with ADs to penetrate Enterprise Accounts further and reinforce processes and steps designed to deliver value at the enterprise scale
• Build and maintain CXO-level relationships at key focus accounts
• Drive customer engagement and value realization of Whatfix through Executive Business Reviews
• Maintain proactive line of communication with other cross-functional leaders as well as senior leadership, includes developing and delivering accurate forecast and attainment details during weekly and other regular updates
• Responsible for performance management and growing the team headcount as needed
• Identifies & supports opportunities for training as well as career growth across the team
• Operates well in a fast-paced, dynamic environment without requiring supervision and can think creatively and independently to resolve conflict as well as solve problems

Qualifications

• 12+ years of work experience with 2-3+ years of proven experience in building & leading a successful enterprise sales/account management team at a SaaS or IT Services company
• 7+ years of experience selling software in a quota-carrying position within large Fortune 500 enterprise accounts with a proven ability to hunt for new opportunities
• Experience selling to buyers from CRM, HR, Learning, and Development, Procurement, and/or IT for Software Applications, managing the complex sales cycles, and opening doors
• You believe in what Whatfix is creating (a new category—Digital Adoption Platforms), and you understand how to build partnerships and solutions that support the long-term vision
• Track record of coaching, being a player, and enabling a rapidly growing team
• Value-based solution selling ability and understanding of ROI and cost/benefit analysis
• Intellectually curious—you ask open-ended questions and are genuinely interested in learning about your partner's and customer's needs
• Consistent track record of over-achievement, exceeding quota, and high performance
• Strong executive presence and ability to develop executive-level (CxO) relationships and lead strategic initiatives with customers
• Excellent communication, negotiations, and strategic thinking skills
• Able to work remotely with other members of your team & supervise effectively
• Ability to travel domestically and internationally as needed (expect up to 30 to 40% travel)
• Cross-cultural – you like working with many types of people across multiple geographies and languages

You would be an excellent fit for our team if:

• You are a self-motivated, high-performing sales leader who works in hustle mode to get the job done
• You’re comfortable selling at a start-up company emerging in the market, and you are excited about putting your mark on something early
• You love being a part of a small, dynamic, and agile organization that encourages you to learn and grow
• You are passionate about using your experience and expertise to inspire the team

What sets us apart from the rest

• $140mm in funding, most recently a $90mm Series D from investors like Sequoia Capital, SoftBank, Stellaris, Cisco, and Eight Roads
• With over 100 of the Fortune 1000 already onboard as customers, Whatfix has been named among the top 20 B2B tech companies alongside the likes of Adobe, PayPal, and Cisco
• YoY revenue growth of over 60% (despite COVID!)
• Gartner and Everest Research recognize Whatfix as a Global Market Leader in the digital adoption space
• Customer rating of 4.7+ on platforms like G2 Crowd & Gartner Peer Insights
• “Hustle Mode ON” is something we live by

Perks / Benefits

• Uncapped Incentive plans
• Mac shop, work with the newest technologies
• Unlimited PTO policy
• Paid parental leave-12 weeks!
• Monthly cell phone stipend
• Medical, Dental, and Vision coverage
• Team and company outings
• Learning and Development benefits

Whatfix is an Equal Opportunity Employer and E-Verify participant. All activities must be in compliance with our Equal Opportunity Laws, ADA, and other regulations, as appropriate.

We value diversity at our company and do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.

Due to the global nature of our company and our hiring committee spanning different time zones, the interviews for this role will be recorded for those not in attendance to review.

#Li-Remote