Key Account Director, Professional & Financial Services - Linkedin Sales Solutions

Key Account Director, Professional & Financial Services - LinkedIn Sales 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. LinkedIn's Sales Solutions team is dedicated to improving the world of sales and business development with Sales Navigator, our flagship product that connects and builds mutually beneficial relationships between buyers and sellers.

As a Key Account Director, you are the go-to business sponsor at LinkedIn Sales Solutions to some of the world’s most important and complex companies and use your strategic selling skills to consult and educate prospective buyers on the benefits and value of these platforms for their client-facing and revenue organizations. In this role, you will focus on the Professional and Financial Services verticals, covering leading and emerging consulting, accounting, and law firms, as well as financial organizations across wealth management, insurance, and commercial banking - supporting their efforts to grow their business. You will work to establish yourself and the broader LinkedIn team as a trusted advisor to these firms, sharing insights, building business cases, developing deep relationships, and inspiring your clients to embrace new challenges and opportunities for growth. You will also work directly with multiple parts of LinkedIn’s business including Sales leadership, Customer Success, Marketing, and Insights/Analytics.

This Key Account Director role includes leading a sales pod comprised of a supporting Account Director and cross-functional partners. You will be responsible for providing strategic direction and oversight of the overall territory while partnering with the supporting Account Director to drive growth efforts.

Responsibilities:

• Understand how LinkedIn Sales Navigator can be used by our Professional & Financial Services clients and make compelling recommendations for additional investments in LinkedIn
• Build account plans for your named accounts (~12 to 15) to understand key decision makers, org charts, current investment, product utilization and new revenue opportunity
• Understand where the opportunity exists in each account and work closely with your pod (Account Director + Customer Success Manager) to coordinate a strategy for expanding the account
• Inspire and coordinate across clients and internal partners to grow your accounts
• Plan out your activities and meetings to ensure you and your pod are focused on your largest opportunities
• Build and deliver product ROI analysis to your key clients with support from cross-functional teams
• Run a quarterly business review with all your key clients to understand their key company initiatives, review product utilization, provide key updates on LinkedIn and our expanding portfolio of solutions, and sell solutions that will address key corporate initiatives
• Grow the revenue from the named accounts by 50-100%, through upsell on renewals and by identifying and closing new multi-million dollar business/product contracts
• Use CRM every day for tracking activities and, most importantly, forecasting
• Communicate with the Executive and the Product team about what you are hearing from the market and, when appropriate, push the organization to think about what we need to develop to stay competitive

Basic Qualifications:

• 7+ years of experience in Enterprise Sales
• 5+ years of experience managing Enterprise accounts in net new and expansion environment

Preferred Qualifications:

• 10+ years in quota carrying roles working with large, complex client organizations
• Experience in the financial services or professional services industry
• BA/BS Degree or MBA degree in a related field
• Successful track record of reaching and/or exceeding goals
• Proven experience managing both directly and indirectly through influence and alignment
• Experience working in high-growth, performance-focused environments
• Demonstrated ability to develop and execute on account strategy plans, structure complex deals, manage multiple strategic partnerships and develop business to support growth
• Proven track record of exceeding quota and sales targets in a high-growth/fast-paced environment
• Experience selling, presenting to and influencing EVPs, C-Level clients and end-users (in the same sales cycle) in both individual and team sale environments
• Superior strategic and analytical and negotiating skills and ability to present complex topics in a way that is simple and easy to understand
• Experience managing large, complex accounts in net new and renewal environment
• Proven success in selling brand new, disruptive technology
• Excellent written and verbal communication skills

Suggested Skills:

• Consultative Selling
• Executive-level communications
• Problem Solving
• Negotiation

LinkedIn is committed to fair and equitable compensation practices. The pay range for this role is $212,000 to $324,000 OTE. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. This may be different in other locations due to differences in the cost of labor. The total compensation package for this position may also include annual performance bonus, stock, benefits and/or other applicable incentive compensation plans.