Senior Director, Commercial Account Management, General Contractors

Procore Technologies, Inc.; Austin (TX); Remote; USD 235,000 - 323,000; Full time

Benefits offered by this job

Equity compensation

Bonus incentive compensation

Job summary

Procore Technologies, Inc. in the United States is seeking a Senior Director of Commercial Account Management for General Contractors to lead and grow our account-management team, drive sales strategy, and exceed quotas across a nationwide remote landscape.

You will recruit, coach, and retain high-performing managers and reps, streamline processes, and ensure pipeline health with rigorous deal discipline, forecasting, and cross-functional collaboration with product and sales leadership.

Qualifications

• 8+ years in quota-carrying software sales.
• 5+ years management experience.
• Track record in hiring, developing, and promoting account managers and sales leaders.
• Proven experience selling via discovery, value selling, and a rigorous sales process.
• Experience using a sales methodology and Salesforce.
• Superior written and verbal communication skills.
• Ability to multitask and thrive in a fast-paced environment.
• Results-focused, team-oriented, and strong work ethic.

Responsibilities

• Lead Commercial General Contractors Account Management team to drive sales, reduce churn, and meet quotas with accountability and collaboration.
• Implement and optimize processes, training, and initiatives to exceed goals.
• Hire, develop, and retain high-performing managers and reps.
• Provide training on roles, products, and sales best practices.
• Independently identify high-value projects and drive them to completion.
• Lead cross-functional collaboration and regular pipeline and deal reviews.
• Support deals with onsite presentations and negotiations, ensuring quality leads and follow-up.
• Provide detailed performance analysis and forecasts to sales leadership.
• Identify process improvements to increase efficiency and productivity.
• Travel quarterly for client onsite visits.
• Contribute to GTM strategy in the region.

Skills

Quota-carrying software sales

Sales leadership

Hiring and developing

Value selling

Sales process

Salesforce experience

Communication

Fast-paced environment

Team-oriented

Job description

Procore is looking for a Senior Director, Commercial Account Management, General Contractors to manage, grow, and further develop our Commercial Sales, General Contractor team. In this role, you'll work with our General Contractors Sales team to drive sales strategy and execution with our Commercial General Contractor customers. As a successful Sr. Director, Commercial Sales, General Contractors, you'll drive a high-performance, high-accountability culture to meet and exceed sales goals. You have prior software sales management experience, ideally in a second line capacity (manager of managers), the ability to work well internally with partners, a knack for generating consistent pipeline, following a consistent deal process, recruiting, and training / developing your people. This role will report into our Vice President, General Contractor Sales, and has the opportunity to work remotely from any US location. We're looking for someone to join us immediately.

What you'll do:

• Lead Procore's Commercial General Contractors Account Management team to drive sales, reduce churn, and achieve objectives and quotas, while fostering a culture of inclusion, accountability and collaboration.
• Implement new and optimize existing processes, training, and initiatives that support the success of the organization to exceed goals.
• Attract, hire, and retain high-performing Sales Managers and Account Managers by driving a performance culture within the team.
• Provide training and support to the team to better understand the role, Procore's products (industry, market, proposition), and best practices for sales.
• Highly autonomous and able to independently identify high-value projects and drive them to completion.
• Demonstrated leadership capability in cross-functional team environments.
• Regularly conduct call, presentation, pipeline, and deal reviews with managers and reps.
• Help managers and reps win deals via onsite presentations, negotiations, deal strategy.
• Work closely with sales leadership and reps to ensure lead quality, quantity, and proper follow up.
• Provide detailed analysis and reporting on team's performance as well as accurate forecasts to sales leadership based on individual performance and historical trends.
• Identify and implement process improvements to drive efficiency and productivity.
• Quarterly travel to client onsite visits.
• Contribute to and drive the GTM strategy in your respective region.

What we're looking for:

• 8+ years in a quota-carrying software sales (preferably in a SaaS environment)
• 5+ years management experience
• Track record in hiring, developing, and promoting account managers and sales leaders
• Proven experience selling via thorough discovery, value selling, and following a rigorous sales process
• Experience using and implementing a sales methodology and demonstrated experience with Salesforce
• Superior written and verbal communication skills, including the ability to deliver a persuasive business message to channel partners, end users, and sales leadership
• Ability to multitask and thrive in a fast-paced environment
• Results-focused, team-oriented, and a strong work ethic

Additional Information

Base Pay Range: 235,200.00 - 323,400.00 USD Annual On Target Earning Range: 392,000.00 - 539,000.00 USD Annual This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation.

Procore is committed to offering competitive, fair, and commensurate compensation. Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

For Los Angeles County (unincorporated) Candidates: Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act. A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment: 1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms; 2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgement.