Director, Strategic Accounts

Tandem Inc.; Washington (District of Columbia); Hybrid; USD 200,000 - 240,000; Full time

Benefits offered by this job

Remote work eligibility

Unlimited vacation

Compensation & benefits

Job summary

Fetch is seeking an accomplished Enterprise Sales professional to maintain and grow relationships with national and enterprise customers, driving revenue growth through strategic land and expand initiatives. You will navigate complex buying committees, present ROI analyses, and coordinate cross-functional teams to deliver rapid value.

Ideal candidates bring 7+ years of enterprise sales, a track record against $1.2M-$1.6M ARR, and experience selling PropTech/SaaS to national accounts.

Qualifications

• 7+ years of outside enterprise sales experience.
• 4+ years selling PropTech, SaaS, or tech-enabled services into large national accounts.
• Consistent track record of meeting/exceeding $1.2M-1.6M ARR quota.
• Experience selling to the C-suite and navigating committees.
• Experience with MEDDPICC to qualify opportunities and mitigate risk.
• Ability to structure and negotiate multi-year contracts and MSAs.
• Travel as required for client meetings and industry events.

Responsibilities

• Drive net-new and expansion revenue within Enterprise and National accounts via land and expand.
• Map org hierarchies to uncover cross-sell opportunities across units and executives.
• Lead cross-functional account teams to align client requirements with delivery.
• Build and present business cases, ROI, and executive presentations.
• Maintain pipeline hygiene and accurate forecasts; outline risks and expansion plans.
• Advise enterprise stakeholders with deep industry and market insight.

Skills

Enterprise sales

SaaS sales

C-suite selling

Forecasting

MEDDPICC

Negotiation

Travel readiness

Cross-functional collaboration

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

At Fetch, we are always looking for awesome people to join our growing team.

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.

200000 - 240000 USD a year