Director of Strategic Accounts

Summary

Join Prolific as the Director of Strategic Accounts and lead a team of 5 Strategic Account Executives, managing key relationships with frontier model creators. This role involves expanding Prolific's strategic footprint to 12+ logos and growing accounts to $100M+ in ACV. You will make a significant impact in the AI/ML industry, working with innovative companies and driving key company objectives within a well-funded scaleup. The position requires significant strategic sales and sales leadership experience, a proven track record of building high-performing sales teams, and a strong understanding of strategic sales processes. You will directly manage 2-3 strategic accounts and oversee your team's management of the broader portfolio. Prolific offers a competitive salary, benefits, and remote working opportunities.

Requirements

• Significant strategic sales and sales leadership experience
• Proven track record of building high-performing sales teams in the AI/ML space, able to successfully collaborate across the business to deliver rapid growth and exceptional customer value
• Strategic vision for how to secure and grow multi-year customer relationships from initial partnership to $100M+ in ACV
• Experience managing a team that has collectively generated $100M+ in annual revenue with individual deals of $10M+ ACV
• Strong understanding of strategic sales processes and proven ability to establish and embed them successfully, especially account planning frameworks, and forecasting systems in early-stage environments
• Excellence in talent development with a history of coaching AEs to consistently exceed quota
• Deep knowledge of the enterprise AI/ML landscape and the ability to translate technical capabilities into business value

Responsibilities

• Lead, coach, and develop a high-performing team of 5 Strategic Account Executives, establishing clear performance metrics and growth pathways
• Design and implement the strategic accounts operating model, creating scalable account planning frameworks and sales methodologies and playbooks that your team can execute to drive revenue growth
• Directly own 2-3 of our most strategic accounts while overseeing your team's management of the broader strategic accounts portfolio
• Lead forecast and pipeline reviews, ensuring accurate revenue projections and strategic opportunity management
• Collaborate with cross-functional leadership to align company resources with strategic account needs
• Work closely with the CRO and VP Sales to define the strategic accounts strategy and integrate it into the broader go-to-market approach

Preferred Qualifications

Experience working with usage based commercial models in a land and expand motion

Benefits

• Competitive salary
• Benefits
• Remote working