Director, Strategic Accounts

Tandem Inc.; Arizona; Remote; USD 260,000 - 300,000; Full time

Benefits offered by this job

Remote work eligibility

Unlimited vacation

Comprehensive benefits package

Job summary

Tandem Inc. is seeking an experienced Enterprise Sales leader to maintain and expand relationships with national and enterprise customers, driving revenue growth.

The role requires coordinating cross-functional teams and delivering strategic engagements with executive-level sponsors. You will lead complex sales cycles, present ROI-driven business cases, and ensure accurate forecasting using Salesforce and Gong.

Qualifications

• 7+ years of outside enterprise sales experience, with 4+ years in PropTech, SaaS or tech-enabled services for large national accounts.
• Track record of meeting/exceeding a $1.2M-1.6M ARR quota.
• Experience selling to C-suite, navigating buying committees and driving stakeholder consensus.
• Expertise with MEDDPICC or similar enterprise methodologies to qualify opportunities and mitigate risk.
• Strong ability to structure and negotiate large multi-year contracts and MSAs.
• Drive new logos and land-and-expand strategies to uncover cross-sell and up-sell opportunities.
• Maintain pipeline hygiene and accurate forecasting using Salesforce and Gong.
• Willingness to travel for client meetings and industry events.

Responsibilities

• Drive net-new and expansion revenue within Enterprise and National accounts via land-and-expand.
• Map organizational hierarchies to uncover cross-sell opportunities across business units and C-suite.
• Lead cross-functional account teams to align client requirements with strategic delivery and time-to-value.
• Build and present business cases, ROI, and executive presentations to drive expansion commitments.
• Maintain rigorous pipeline hygiene and deliver accurate forecasts to sales leadership.
• Act as trusted strategic advisor with deep domain expertise on industry trends and competitive landscape.

Skills

Land and expand

C-suite selling

Enterprise sales

MEDDPICC

Forecasting

Cross-functional leadership

Negotiation

Strategic storytelling

Tools

Salesforce

Gong

Job description

Our Opportunity

This role requires you to maintain and expand relationships with our national and enterprise customers, ensuring their satisfaction and contributing to revenue growth. The successful candidate will take a holistic sales approach in securing both enterprise agreements with assigned client accounts while simultaneously driving regional adoption and demand across those national portfolios.

What You'll Do:

• Drive net-new and expansion revenue within existing Enterprise and National accounts by executing strategic "land and expand" initiatives.
• Map complex organizational hierarchies to uncover cross-sell and up-sell opportunities, expanding partnerships horizontally across diverse business units and vertically to C-suite decision-makers.
• Lead cross-functional account teams (Operations, Customer Success, Legal, Marketing) to align complex client requirements with seamless strategic delivery and rapid time-to-value.
• Build and present comprehensive business cases, ROI, and tailored executive presentations to drive expansion commitments.
• Maintain rigorous pipeline hygiene and deliver highly accurate account forecasts to sales leadership, proactively outlining account risks, compelling events, and targeted expansion strategies.
• Serve as a trusted strategic advisor to enterprise stakeholders by maintaining deep domain expertise on industry trends, macroeconomic market dynamics, and the competitive landscape.

What You'll Need:

• 7+ years of outside enterprise sales experience, with 4+ years specifically selling PropTech, SaaS, or tech-enabled services into large national accounts.
• Consistent track record of meeting or exceeding a $1.2M-1.6M+ ARR quota.
• Track record of selling to the C-suite, navigating complex buying committees, and driving stakeholder consensus.
• Expertise in utilizing enterprise sales methodologies (e.g., MEDDPICC) to qualify opportunities and mitigate risk.
• Strong ability to structure and negotiate large, multi-year contracts and MSAs.
• Drive new logo acquisition and execute "land and expand" strategies to uncover cross-sell and up-sell opportunities.
• Maintain strict pipeline hygiene and accurate forecasting using Salesforce and Gong.
• Partner cross-functionally to align client requirements with strategic outcomes and drive revenue growth.
• Multifamily industry experience is a strong plus.
• Ability to travel as required for client meetings and industry events.

What We'll Deliver On:

• Flexible work schedule with eligibility to work remotely
• Unlimited vacation
• Comprehensive compensation as well as benefits package

Fetch is an equal opportunity employer, all applicants will be considered without discrimination on the basis of race, religion, national origin, age, sex, marital status, disabilities, gender identity or expression, sexual orientation, veteran status or any other characteristics protected by law.

260000 - 300000 USD a year