aytm

Enterprise Accounts Director

aytm

full-time

Posted on:

Location Type: Remote

Location: New Jersey • United States

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Salary

💰 $175,000 - $250,000 per year

Job Level

Lead

About the role

  • Develop strong, consultative relationships with existing customers to discover where our solutions deliver additional value.
  • Proactively explore new use cases that align with customer goals and collaborate with internal and customer stakeholders to create thoughtful account plans.
  • Use account mapping and stakeholder insight to engage influencers, champions, and decision-makers in a respectful, partnership-focused way.
  • Employ a mix of email, phone, social media, and events to maintain regular, value-driven contact.
  • Own the end-to-end subscription renewal process, driving a structured 12-month renewal cadence that balances consistent engagement with respect for customer preferences.
  • Maintain monthly touchpoints and lead quarterly business reviews to assess changing requirements and identify appropriate subscription adjustments.
  • Conduct strategic discovery to design renewal packages aligned to customers’ future goals.
  • Coordinate timelines, obtain necessary approvals, manage contractual paperwork, and shepherd renewals to timely, customer-aligned closure.
  • Own the full sales cycle from initial outreach to closed revenue while maintaining a consultative, customer-first approach.
  • Use MEDDPICC to perform rigorous qualification and prepare for world-class discovery informed by research before first contract.
  • Capture stakeholder needs, decision criteria, and success metrics to shape the opportunity.
  • Design and deliver tailored demos that reflect discovery insights and the needs of specific personas.
  • Prepare clear, compelling proposals aligned to stakeholder decision criteria.
  • Navigate negotiations, resolve obstacles, manage contract details, and drive the opportunity to a mutually beneficial close.
  • Use Salesforce as a strategic sales asset to maintain accurate, up-to-date opportunity records across the entire lifecycle.
  • Treat CRM stewardship as a value-driving responsibility that improves forecasting accuracy, team alignment, and customer experience.

Requirements

  • 7+ years in enterprise market research sales with demonstrated success closing complex, long-cycle deals.
  • Deep knowledge of buying dynamics within consumer insights organizations.
  • Proven ability to engage end-user researchers, budget owners, Centers of Excellence, procurement, finance, and brand marketing stakeholders to align solutions and drive enterprise adoption.
  • Track record of consistently achieving 50% growth of an existing account base.
  • Proven success conducting effective discovery by leveraging the MEDDPICC sales qualification methodology
  • Market Research platform sales background, with hybrid usage-based SaaS model preferred
  • Advanced user of modern tech sales stack including salesforce CRM, Gong deal analytics and forecasting, outbound sequence software, LinkedIn Navigator and other tools.
  • Ability to travel regularly for work including actively representing aytm at conferences and trade shows, meeting prospects and customers face to face for sales meetings and relationship building, and occasionally internal meet ups.
Benefits
  • Unlimited, responsible PTO - With a recommended minimum number of days taken each year
  • Affordable Insurance -$0 deductible Health plans plus dental, vision, and more!
  • 401k retirement - Account with automatic company contributions
  • Dependent Care - a pre-tax benefit account that you can fund to pay for eligible dependent care services
  • Professional Development - Bring your professional Development needs to the table and get your career nourished
  • In-Home Snack allowance - Who doesn’t love some yummies to get you through the day?
  • Cellphone/Internet credits - Get tax-free credits to use toward your cell phone and internet utilities.
  • Equipment and Structured Onboarding - We will provide you with the equipment and tools you need, along with great onboarding courses to set you up for success.
  • Paid Volunteer Time - We support you helping others
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
sales qualificationaccount managementcontract negotiationdiscovery processproposal preparationsubscription renewalaccount mappingstakeholder engagementsales cycle managementcustomer relationship management
Soft Skills
consultative sellingrelationship buildingcommunicationcollaborationstrategic thinkingproblem-solvingnegotiationcustomer-first approachadaptabilityinfluencing