Director, Enterprise Account Management - Specialty Contractors (REMOTE)

📋 Description

• • Procore is seeking a dynamic and experienced Director, Enterprise Account Management, specializing in the Specialty Contractors sector, to lead and expand our existing customer base. This pivotal role involves managing, growing, and further developing our Enterprise Expansion Sales team, driving sales strategy, and overseeing the entire sales lifecycle within our current client accounts.
• • As a leader, you will be instrumental in shaping the vision for Specialty Contractor Sales at Procore. Your primary responsibility will be to guide the Enterprise Account Management team towards achieving ambitious sales targets and strategic objectives. This includes fostering a high-performance culture characterized by inclusion, accountability, and robust collaboration.
• • You will be tasked with implementing and continuously optimizing sales processes to enhance team performance, boost efficiency, support learning and development initiatives, and deepen product knowledge across the team. This ensures our team is equipped with the best tools and strategies to succeed.
• • A key focus will be on strategic pipeline generation. You will lead the team in exceeding quotas through the execution of innovative Go-To-Market (GTM) motions. This requires maintaining extreme discipline in sales activities, ensuring meticulous CRM hygiene, and providing accurate forecasting to stakeholders.
• • The role demands the ability to manage diverse sales cycles, encompassing both rapid-closing deals and complex, long-term strategic Enterprise opportunities. You will guide the team in navigating these varied sales landscapes effectively.
• • Collaboration is crucial. You will drive cross-functional closures by working closely with Customer Success, Marketing, and Product teams. Leveraging these internal resources will be essential for closing complex deals and ensuring unparalleled client satisfaction.
• • You will coach the team on advanced executive selling techniques, including C-suite engagement, navigating multi-stakeholder environments, P&L-based selling, and conducting high-stakes negotiations. This mentorship will elevate the team's capabilities in closing significant deals.
• • Strategic territory and account planning are vital. You will oversee the end-to-end execution of these plans and gather frontline intelligence to inform future GTM strategies. Mandating rigorous engagement plans will ensure consistent and effective client interaction.
• • The role requires a commitment to travel, estimated between 25% to 50%, to visit Procore offices, client sites, and attend industry events. This travel is essential for building relationships, understanding client needs, and representing Procore at key industry gatherings.
• • Success in this role hinges on outstanding communication, pipeline generation, negotiation, leadership, and influencing skills. You must be adept at building strong rapport with both internal and external stakeholders.
• • Prior comparable SaaS sales experience is a must, along with the proven ability to maintain C-level relationships and work effectively with large, extended teams. Experience with seven-figure deal closures is highly valued.
• • This position reports to the Senior Director of Account Management and offers the flexibility of remote work from any US location, providing a significant work-life balance advantage.