TraceLink
Director, Account Executive
US - MA - Wilmington · Director
Sponsorship not specified$169k-$205kDetected 21 days ago
Agentic AISalesAccount ManagementPipeline ManagementForecastingSupply ChainProcurementCustomer SuccessLeadershipCommunicationCollaborationPublic SpeakingAdaptability
About the role
- Ensure disciplined account planning, including whitespace analysis, value hypothesis development, and multi‑year growth plans for top accounts.
- Enable the team to sell outcomes and ROI, particularly around supply chain digitalization, network‑based solutions, compliance, and predictive insights.
- Represent TraceLink at industry events, customer meetings, and executive briefings to reinforce thought leadership and customer trust.
Responsibilities
- Lead, coach, and develop a team of 6-8 Account Executives focused on either new logo acquisition or renewals, expansion, and cross‑sell/up‑sell within Enterprise & Mid‑Market.
- Own and execute the US account expansion strategy, driving increased adoption of TraceLink's platform across multiple products and use cases.
- Partner closely with Product, Product Marketing, and Customer Success to translate product innovation into compelling customer value propositions.
- Establish executive‑level relationships within customer and prospect organizations, positioning TraceLink as a strategic supply chain partner, not just a point solution.
- Support complex sales cycles including RFPs, renewals, platform expansions, and enterprise negotiations.
- Continuously refine sales processes and methodologies to support product‑led growth and evolving GTM motions.
- 3+ years of sales leadership experience, managing and developing quota‑carrying Account Executives.
Requirements
- Strong executive presence with the ability to communicate complex technical and business concepts to C‑suite, Supply Chain, IT, Compliance, Finance, and Procurement leaders.
Skills
- 10+ years of experience in enterprise software or SaaS sales, with a strong emphasis on account management, expansion, and renewals.
- Proven success driving new logo acquisition, net revenue retention and multi‑product expansion within an existing customer base.
- Experience selling platform or portfolio‑based solutions in complex industries.
- Highly analytical and strategic, with the ability to navigate ambiguity and unblock both customer and internal challenges.
- Comfortable operating autonomously while balancing multiple priorities in a fast‑evolving environment.
- Willingness and ability to travel as needed (primarily US‑based).
- In‑office position required.
- Bachelor's degree or equivalent practical experience.
Compensation
- Total compensation for the role includes base pay ranging from $168,648.09 - $205,001.10 USD, significant variable and a generous benefits package.
Benefits
- Drive accurate forecasting, pipeline management, and QBR execution, with clear visibility into new logo acquisition, renewal and expansion health.
- Build and sustain a high‑performance, inclusive team culture that prioritizes accountability, learning, and professional growth.
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