Account Director, Enterprise Sales

Remote; San Francisco (CA); Remote; USD 150,000 - 230,000; Full time

Benefits offered by this job

Remote-first company culture

Job summary

HONK, a remote-first technology platform, is seeking an Account Director to identify strategic opportunities, build executive relationships, and lead customers from first conversation through contract execution.

Unlike many enterprise sales teams, ownership transitions to Strategic Account Management after commercialization, enabling Account Directors to pursue the next enterprise opportunity while maintaining trusted executive relationships.

Qualifications

• 5+ years of enterprise sales experience selling complex technology or SaaS solutions.
• Proven success acquiring new enterprise customers and consistently exceeding sales targets.
• Experience managing complex, multi-stakeholder sales cycles with Fortune 1000 or large enterprise organizations.
• Executive presence with the ability to build trusted relationships at the C-suite and senior leadership levels.
• Strong business acumen with experience developing commercial strategies, business cases, and executive presentations.
• Excellent negotiation, communication, and relationship management skills.
• Demonstrated ability to thrive in an entrepreneurial environment with a high degree of ownership and autonomy.
• Experience within insurance, automotive, fleet, mobility, marketplace, infrastructure, or enterprise technology organizations is strongly preferred.

Responsibilities

• Create and execute account strategies that open doors, build executive sponsorship, and convert targeted prospects into long-term HONK customers.
• Generate a predictable pipeline through strategic prospecting, executive networking, industry engagement, and partner relationships.
• Establish trusted relationships with executive decision-makers across insurance, automotive, fleet, mobility, and technology organizations.
• Lead complex enterprise sales cycles involving executive leadership, operations, technology, procurement, legal, and finance stakeholders.
• Understand customer business challenges and position HONK’s platform to deliver measurable business outcomes.
• Develop commercial proposals, executive presentations, business cases, and contract strategies.
• Lead contract negotiations through execution while partnering with internal stakeholders to ensure successful customer commercialization.
• Collaborate closely with Product, Operations, and Strategic Account Management throughout the sales process.
• Maintain accurate pipeline management, forecasting, and CRM reporting.
• Represent HONK professionally at customer meetings, conferences, and industry events.

Skills

Enterprise sales

SaaS sales

Executive presence

Negotiation

Stakeholder management

Job description

HONK is a technology-driven roadside assistance platform that connects enterprise customers (insurance carriers, auto clubs, warranty companies, and fleet operators) with a nationwide network of independent service providers. Our mission is to help people and vehicles move forward - quickly, safely, and seamlessly - whenever and wherever it matters most.

Our platform powers one of the largest digital roadside assistance marketplaces in North America, intelligently connecting enterprise customers with a nationwide network of service providers. Through automation, AI, and modern dispatch technology, we're helping the industry move beyond legacy call-center models to deliver faster, more transparent, and more reliable roadside assistance at scale. Backed by private equity and investing aggressively in innovation, we're building the future of roadside assistance.

The Role

As an Account Director, you'll identify strategic opportunities, build executive relationships, navigate complex buying organizations, and lead customers from first conversation through contract execution and successful commercialization.

Unlike many enterprise sales organizations, we believe hunting and long-term account management are different disciplines. Once a customer is successfully commercialized, ownership transitions to our Strategic Account Management team, allowing Account Directors to stay focused on what they do best - creating and winning the next enterprise opportunity.

You Will:

• Create and execute account strategies that open doors, build executive sponsorship, and convert targeted prospects into long-term HONK customers.

• Generate a predictable pipeline through strategic prospecting, executive networking, industry engagement, and partner relationships.

• Establish trusted relationships with executive decision-makers across insurance, automotive, fleet, mobility, and technology organizations.

• Lead complex enterprise sales cycles involving executive leadership, operations, technology, procurement, legal, and finance stakeholders.

• Understand customer business challenges and position HONK’s platform to deliver measurable business outcomes.

• Develop commercial proposals, executive presentations, business cases, and contract strategies.

• Lead contract negotiations through execution while partnering with internal stakeholders to ensure successful customer commercialization.

• Collaborate closely with Product, Operations, and Strategic Account Management throughout the sales process.

• Maintain accurate pipeline management, forecasting, and CRM reporting.

• Represent HONK professionally at customer meetings, conferences, and industry events.

Qualifications:

• 5+ years of enterprise sales experience selling complex technology or SaaS solutions.

• Proven success acquiring new enterprise customers and consistently exceeding sales targets.

• Experience managing complex, multi-stakeholder sales cycles with Fortune 1000 or large enterprise organizations.

• Executive presence with the ability to build trusted relationships at the C-suite and senior leadership levels.

• Strong business acumen with experience developing commercial strategies, business cases, and executive presentations.

• Excellent negotiation, communication, and relationship management skills.

• Demonstrated ability to thrive in an entrepreneurial environment with a high degree of ownership and autonomy.

• Experience within insurance, automotive, fleet, mobility, marketplace, infrastructure, or enterprise technology organizations is strongly preferred.

At HONK, we're a community of diverse and passionate individuals who believe in the power of remote work and the strength of inclusivity. As a remote-first company, we embrace the boundless possibilities of collaboration and flexibility, allowing our team members to thrive from anywhere in the US.HONK is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. Employment decisions at HONK are based on merit, qualifications, and business needs without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or any other protected characteristic as outlined by law.