Manager, Commercial Operations
•Kariusdx· 18h
⚙️ Operations⏰ Full-time⭐ Senior💰 $124k-186k🇺🇸 Redwood City, USA
18h ago
Linkedin·about 21 hours ago
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. For more information, visit https://careers.linkedin.com/benefits.
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.
LinkedIn is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. Our goal is to foster an inclusive and accessible workplace where everyone has the opportunity to be successful.
If you need a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, connect with us at [email protected] and describe the specific accommodation requested for a disability-related limitation.
Reasonable accommodations are modifications or adjustments to the application or hiring process that would enable you to fully participate in that process. Examples of reasonable accommodations include but are not limited to:
A request for an accommodation will be responded to within three business days. However, non-disability related requests, such as following up on an application, will not receive a response.
LinkedIn will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by LinkedIn, or (c) consistent with LinkedIn's legal duty to furnish information.
San Francisco Fair Chance Ordinance
Pursuant to the San Francisco Fair Chance Ordinance, LinkedIn will consider for employment qualified applicants with arrest and conviction records.
Pay Transparency Policy Statement
As a federal contractor, LinkedIn follows the Pay Transparency and non-discrimination provisions described at this link: https://lnkd.in/paytransparency.
Global Data Privacy Notice for Job Candidates
Please follow this link to access the document that provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://legal.linkedin.com/candidate-portal.