Mid Market, Account Director

Job Summary:

An Account Director, Mid-Market primarily focuses on ideal customers under 100 stores. The role of Account Director at RetailNext is to meet or exceed assigned growth targets around increasing RetailNext’s business in the AD’s assigned geographic territory. This is done by increasing the Annual Recurring Revenue (ARR) being produced within the territory via the sale of RetailNext’s products and services. These sales can come from new customers to RetailNext, or via existing customers through upsell or cross sell of our products and services. 

Responsibilities:

• Achieves or excels at the annual quota. You are the GM of your Mid-Market business / territory.
• Develops new prospects, whether they’re introduced by a business partner, a direct inquiry, or a cold-called client (either TDM or AD).
• Maintain adequate pipeline to achieve quota assigned – knowing which sales activities drive these pipeline generating results.
• Develops corporate contacts and cultivates relationships at all levels that enhance the company’s position, leading to incremental business. 
• Maintains regular contact with the account base and increases revenue by positioning and demonstrating new and existing services, preparing appropriate ROIs, and closing the expansion (upsell or cross sell) sale.
• Prepares quarterly and yearly account plans for each key account and develops territory plan to triage and prioritize mid-market key customers and sub-segments.
• Generates, develops, manages, and communicates expectations within assigned accounts as well as increasing the scope of penetration within each account.
• Qualifies new opportunities and prospects, evaluates the size of opportunities, and articulates probability of closure within existing accounts.
• Maintains complete and accurate documentation in Salesforce of all activity.
• Maintains broad knowledge of company capabilities versus the strengths/weaknesses of competitive products.
• Maintains close working relationship with product personnel to know product futures and timing as well as feedback concerns and requests from prospects.
• Negotiates pricing and implementation and prepares proposals/change orders.
• Is prepared to travel to client locations as necessary.

Skills:

• Ability to target net new accounts in the mid-market segment, develop relationships with key buying personas, and move opportunities through the funnel to closed won with a high win percentage
• Ability to properly update and manage sales pipeline with accurate forecasting
• Ability to manage multiple key relationships/accounts and opportunities at the same time while offering excellent customer service
• Ability to maintain strong mid-market relationships in hopes of encouraging RetailNext references and advocates
• Pipeline building with hunting and prospecting prowess in ICP (target) accounts while tactically and strategically using the TDM you are paired with to scale will be key to successfully developing this much broader territory.

Knowledge:

• Understanding of the RetailNext suite of products and services with the confidence to pitch /demo all products and services to any level of customers
• Some understanding of MEDDICC principles and strategy setting with deal reviews
• Understanding of internal sales systems, such as SalesForce, and processes such as quoting, installation and deployment, etc.

Talents:

• Ability to build and maintain strong relationships with new and existing customers while balancing a higher volume of opportunities and a shorter sales cycle
• Ability to offer exceptional customer service and focus on giving the customer a positive experience at all times
• As smaller companies often this means accessing and developing relationships with CEOs of rapidly growing brands, or at least guiding and attracting them to executive forums and CEO dinners at key marketing and sales events.
• Ability to thrive in a faster sales cycle / high velocity pipeline building environment since average deal sizes (ASP) will generally be smaller than Enterprise or Named segments.

Why RetailNext?

We revolutionize retail with data-driven insights using IoT and cloud analytics. Operating in 100+ countries, we help retailers optimize shopper experiences.

• Founded: 2007 | Employees: 240+ across 15+ countries

• Funding: Crunchbase

• Learn More: Why RetailNext? | What We Do

What’s It Like to Work Here?

• Remote-First Hybrid: Work anywhere + office access.

• 90-Day Work Anywhere: Work from anywhere for 90 days yearly.

• Autonomy & Growth: Flexible schedules, ownership, career investment.

• Customer Obsessed: Everything we do is for our clients.

Perks & Benefits

• Best Self Allowance: Annual stipend for personal growth.

• Recharge Days: Monthly company-wide day off.

• Career Growth: We invest in you.