SMB Account Director Talent Solutions

At LinkedIn our approach to flexible work is centered on trust and optimized for culture connection clarity and the evolving needs of our business. The work location of this role is hybrid meaning it will be performed both from home and from a LinkedIn office on select days as determined by the business needs of the team. 

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. In this role you will own a defined book of business and be responsible for closing both renewals and expansion opportunities across LinkedIns Talent and Learning solutions.

This is a closing role that blends hunting and farmingbut all within an existing customer base. Youll be responsible for proactively identifying growth opportunities driving strategic conversations and securing long-term commitmentswithout the need for net-new logo acquisition. Success requires a mix of commercial acumen curiosity and a consultative mindset that helps customers get the most out of their investment.

Youll be responsible for strengthening customer relationships and ensuring long-term value all while consistently hitting revenue goals and contributing to our teams success.

Responsibilities:  

• Is disciplined in Territory and Account Planning Forecasting and Quota Attainment  

• Researches Customers business and prepares thoughtful questions and insights in advance of customer meetings  

• Asks layered open-ended questions to understand and clarify Customers objectives and challenges beyond surface-level detail  

• Builds relationships with multiple stakeholders (vertically and horizontally) across the Customers 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 

Qualifications :

Basic Qualifications:  

• 2 years of applicable sales experience  

Preferred Qualifications:  

• 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  

Suggested Skills:  

• Account Management  

• Renewal Retention  

• Territory Planning  

• Communication 

LinkedIn is committed to fair and equitable compensation practices.  

The pay range for this role is $101000 to $145000. 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.  

The total compensation package for this position may also include annual performance bonus stock and benefits. For additional information visit: Information :

Equal Opportunity Statement 

We seek candidates with a wide range of perspectives and backgrounds and we are proud to be an equal opportunity employer. LinkedIn 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.

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• Having a sign language interpreter present for the interview

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No

Employment Type :

Full-time