Director, Enterprise Account Management

Sales Remote, United States San Francisco, California Charlotte, North Carolina New York, New York Boston. MA, United States Atlanta, Georgia Chicago, Illinois Dallas, Texas Cleveland, Ohio United States


Description

ON24 is on a mission to transform the way businesses drive revenue and customer engagement through data-rich digital experiences. Powered by the ON24 Platform, marketers create and deliver live, always-on and personalized webinar, content and virtual event experiences to engage audiences in real-time, to generate powerful buying signals and to accelerate pipeline. With billions of engagement minutes created, ON24 is the network where enterprises engage prospects and customers at global scale. Headquartered in San Francisco, ON24 has a wide international footprint serving the regions of North America, EMEA and JPAC. For more information, visit https://www.on24.com.

Director, Enterprise Account Management

Working on ON24’s North America Enterprise Sales Team, this individual will support our growth efforts in our Fortune 500 customer base and ensure the team retains and grows its customers while articulating the value of ON24.  This is an excellent opportunity for an experienced, high-energy individual who is ready to lead a team of 6 to 8 Enterprise Account Managers.

This role requires a strategic, thoughtful, collaborative, organized, and disciplined individual who is comfortable interfacing with a diverse audience —ranging from marketing to corporate IT, manager to senior executive—and is able to tailor the team’s selling approach accordingly.

Job Responsibilities

  • Day to day sales management activities including mentoring, account planning, performance management, metric pacing, pipeline generation, and forecasting
  • Develop executive relationships and serve as a liaison between the company and customer
  • Deal maker who can help the team drive multi-year and auto renewal contracts with revenue growth
  • Collaborate effectively with other Sales, Customer Success, and cross-functional teams
  • Align closely with the ON24 International (EMEA & APAC) teams to help grow international business
  • Keep current and help train the team on ON24 product information, competition, and market landscape
  • Identify and help implement opportunities to improve sales and business processes in alignment with the operations team
  • Consistently achieve high customer retention and grow the customer base by executing strategies for renewal contracts that maximize contract value while protecting and enhancing the customer relationship
  • Present to the Executive Team on a consistent basis


Requirements 

  • 5+ years of direct sales experience, ideally in B2B sales at a technology company
  • 3-5 years of leading a sales team
  • SaaS sales experience preferred
  • Experience selling into marketing teams is preferred
  • Demonstrated experience in developing and retaining existing accounts
  • Demonstrated experience of conducting online sales presentations and product demonstrations
  • Highly proficient in MS Excel and Powerpoint
  • Strong technical aptitude
  • Strong presentation and written skills
  • A Bachelor's degree required; MBA preferred