SMB Account Director - Talent Solutions

Job Description

We are looking for an Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within our SMB segment. This role owns a defined book of business and is responsible for closing renewals and expansion opportunities across Linked In’s Talent and Learning solutions. The position blends hunting and farming within an existing customer base and requires commercial acumen, curiosity, and a consultative mindset.

The work location of this role is hybrid: performed both from home and from a Linked In office on select days, as determined by the business needs of the team.

• Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment
• Researches Customer’s business and prepares thoughtful questions and insights in advance of customer meetings
• Asks layered, open‑ended questions to understand and clarify Customer’s objectives and challenges beyond surface‑level detail
• Builds relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization
• Shifts communication style and content to fit the needs of different stakeholders
• Leads with Solutions, not products, when making recommendations aligned to Customer objectives
• Sells with Integrity
• Drives customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together
• Thinks commercially and applies business acumen when crafting & negotiating commercial agreements
• Uses data and insights to support investment recommendations or overcome customer objections
• Proactively mitigates churn risk by adopting a smart, customer‑centric approach
• Engages customers throughout to confirm and clarify value and adapts a strategy when needed to optimize ROI
• Drives Customer growth by proactively identifying opportunities to deliver greater customer value
• Applies business acumen in Account Planning by considering economic, industry, and company factors with a Customer‑centric lens
• Maps all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy
• Agrees to joint accountability with colleagues and cross‑functional teams for optimal customer success
• Practices humility and asks for help from colleagues when faced with a challenge or unknown
• Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles

• 2+ years of applicable sales experience

• Experience with HR software
• BA/BS degree or equivalent in a related field
• Experience with SaaS opportunities and Dynamics/D365 platform
• Experience selling IT solutions
• Knowledge of software contract terms and conditions with the ability to create fair transactions
• Strong negotiation and accurate forecasting skills
• Experience carrying a revenue target with the ability to develop compelling strategies that deliver results
• Excellent communication, negotiation and forecasting skills
• Demonstrated ability to find and manage high‑level business in an evangelistic sales environment
• Ability to gather and use data to inform decision making and persuade others
• Ability to assess business opportunities and read prospective buyers
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs
• Ability to be coachable
• Ability to include multiple partners and members of the company management team using competitive selling to position company products against direct and indirect competitors

• Account Management
• Renewal Retention
• Territory Planning
• Communication

The pay range for this role is $106,000 to $152,000. Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. This may differ in other locations due to cost of labor considerations.

We seek candidates with a wide range of perspectives and backgrounds and we are proud to be an equal opportunity employer. Linked In considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class.

Pursuant to the San Francisco Fair Chance Ordinance, Linked In will consider for employment qualified applicants with arrest and conviction records.