Strategic Account Director (West)

Attentive; Wilmington (DE); On-site; USD 150,000 - 180,000; Full time

Benefits offered by this job

Equity

Commission

Benefits

Job summary

Attentive is seeking a Strategic Account Director to drive expansion and retention across our strategic customer base. You will lead engagements with senior decision makers to uncover growth opportunities across brands and regions.

You will build executive relationships within Fortune 100 retailers, steer renewal and pricing negotiations, and partner with Customer Success, Legal, Finance and Deal Enablement to close deals. The role requires travel up to 25% for US-based applicants.

Qualifications

• 7+ years in a closing sales role with account ownership.
• Experience selling Email is strongly preferred.
• Experience in SaaS, MarTech, AdTech or startup environments.
• Ability to build executive-level relationships with Fortune 100 retailers.
• Strong objection handling and value-based pricing alignment.
• Analytical, data-driven account development strategy.
• Ability to renew and expand opportunities to close independently.
• Entrepreneurial mindset and quota attainment with referrals.
• Willingness to travel up to 25%.

Responsibilities

• Engage with senior-level decision makers to identify growth opportunities within New Vertical accounts.
• Drive renewal conversations and ensure commercial retention of key customers.
• Provide timely and accurate weekly forecasts.
• Steer complex pricing negotiations with stakeholders and manage procurement timelines.
• Present data on usage and engagement to encourage increased investment.
• Manage inquiries related to commercial aspects of Attentive agreements.
• Partner cross-functionally with Customer Success, Deal Enablement, Legal, Finance and other teams.

Skills

Closing sales

Account management

Account executive

Outside sales

Email selling

SaaS sales

Executive relationships

Data-driven selling

Renewals & expansions

Strategic thinking

Job description

Attentive® is the AI marketing platform for 1:1 personalization redefining the way brands and people connect. We’re the only marketing platform that combines powerful technology with human expertise to build authentic customer relationships. By unifying SMS, RCS, email, and push notifications, our AI-powered personalization engine delivers bespoke experiences that drive performance, revenue, and loyalty through real-time behavioral insights.

Recognized as the #1 provider in SMS Marketing by G2, Attentive partners with more than 8,000 customers across 70+ industries. Leading global brands like Crate and Barrel, Urban Outfitters, and Carter’s work with us to enable billions of interactions that power tens of billions in revenue for our customers.

With a distributed global workforce and employee hubs in New York City, San Francisco, London, and Sydney, Attentive’s team has been consistently recognized for its performance and culture. We’re proud to be included in Deloitte’s Fast 500 (four years running!), LinkedIn’s Top Startups, Forbes’ Cloud 100 (five years running!), Inc.’s Best Workplaces, and the Human Rights Campaign Foundation's Corporate Equality Index!

About the Role
As a Strategic Account Director at Attentive, you will be instrumental in driving expansion and retention opportunities across Attentive’s Strategic customer base.
You are the point person leading engagement with customers with the goal of uncovering expansion, upsell, and retention opportunities across the customer's entire portfolio of brands and regions. You have the ability to build strong relationships with key decision makers and to create a pipeline of new opportunities within current accounts but having a deep understanding of their challenges, priorities and initiatives.. Your skills in navigating complex decision-making processes and influencing key stakeholders will result in successful closures of those deals.

What You'll Accomplish

• Engage with senior-level decision makers to identify and pursue opportunities for growth within New Vertical accounts
• Drive renewal conversations within these accounts and ensure successful commercial retention of these key customers
• Provide timely and accurate weekly forecasts
• Steer complex pricing negotiations with key stakeholders to uncover procurement timelines, budgets and signatory process for contracts
• Prepare and present data and trends to customers on usage and engagement of Attentive platform in order to compel customer to increase investment
• Manage customer inquiries related to commercial aspects of their Attentive agreement
• Partner cross-functionally with Customer Success, Deal Enablement, Legal, Finance and other internal teams

Your Expertise

• 7+ years of experience in a closing sales role; Account Management, Account Executive or as an outside sales person
• Experience selling Email is strongly preferred
• Experience working in a SaaS, MarTech, AdTech or startup preferred
• Experience building and owning executive-level relationships within Fortune 100 level accounts, particularly in Retail and E-Commerce
• Demonstrated strong competency around objection handling and creating alignment around product price / value
• Analytical account development strategy, using data to find opportunities and prove value
• Ability to think strategically about a customer’s goals and drive renewal & expansion opportunities through to close independently
• Entrepreneurial mindset and desire to define processes and build strategy
• Demonstrated experience consistently meeting and exceeding quota, with references
• Willingness to travel (up to 25%)

For US based applicants:
- The US base salary range for this full-time position is $150,000 - $180,000 annually + commission + equity + benefits
- Our salary ranges are determined by role, level and location

Attentive Company Values

• Default to Action - Move swiftly and with purpose
• Be One Unstoppable Team - Rally as each other’s champions
• Champion the Customer - Our success is defined by our customers' success
• Act Like an Owner - Take responsibility for Attentive’s success

Learn more about AWAKE, Attentive’s collective of employee resource groups.

At Attentive, we know that our Company's strength lies in the diversity of our employees. Attentive is an Equal Opportunity Employer and we welcome applicants from all backgrounds. Our policy is to provide equal employment opportunities for all employees, applicants and covered individuals regardless of protected characteristics. We prioritize and maintain a fair, inclusive and equitable workplace free from discrimination, harassment, and retaliation. Attentive is also committed to providing reasonable accommodations for candidates with disabilities. If you need any assistance or reasonable accommodations, please let your recruiter know.