RetailNext is looking for an Account Director, Mid-Market to own a territory of high-growth retail accounts under 100 stores and drive new ARR through new logos, upsell, and cross-sell.
The right person operates like the GM of their patch: building pipeline, managing a high volume of fast-moving deals, and turning relationships into expansion revenue, all while keeping Salesforce clean and forecasts accurate.
This is a high-velocity seat for someone who thrives on volume and speed rather than long enterprise sales cycles, with a Territory Development Manager (TDM) partner to help scale prospecting across the territory.
Reports to: Chief Revenue Officer
Location: Remote, US-based. Regular travel to client locations required.
What You'll DoTerritory Ownership & Quota Delivery
- Own your Mid-Market territory like a GM, driving results against an annual ARR quota
- Build and maintain a pipeline sized to hit quota, and know which activities actually generate it
- Prepare quarterly and annual account plans for key accounts
- Build a territory plan that prioritizes mid-market customers and sub-segments
Pipeline Generation & Prospecting
- Develop new prospects from partner referrals, inbound inquiries, and outbound prospecting
- Qualify new opportunities, size them accurately, and call the probability of closing
- Use your paired TDM strategically to scale prospecting across a broader territory
Account Growth & Relationship Building
- Stay close to your account base and grow revenue by pitching new and existing services, backed by clear ROIs
- Close upsell and cross-sell expansion deals across your book
- Build relationships at every level of an account, including CEOs and founders of fast-growing brands
- Expand RetailNext's footprint and scope within each account over time
Sales Operations & Collaboration
- Keep Salesforce complete and accurate for every deal and activity
- Negotiate pricing and implementation terms, and prepare proposals and change orders
- Stay current on RetailNext's product roadmap and competitive landscape, and feed customer feedback back to product
- Travel to client locations as needed
Required
- Track record of winning net-new mid-market accounts and moving deals through the funnel with a strong win rate
- Experience managing a high volume of accounts and opportunities at once without dropping the ball on service
- Disciplined pipeline management and accurate forecasting in Salesforce
- Confidence pitching and demoing the full RetailNext product suite to any level of customer
- Comfort with a fast, high-velocity sales cycle and smaller average deal sizes than enterprise or named accounts
- Willingness to travel to client locations as needed
Valued but Not Required
- Familiarity with MEDDICC or similar deal qualification frameworks
- Experience building relationships with CEOs or founders of rapidly growing brands
- Background in retail technology, IoT, or SaaS sales
- Run your own territory like a GM — full ownership of pipeline, strategy, and quota
- Fast, high-velocity deal cycles — close in weeks, not quarters
- Paired with a dedicated TDM to help you scale pipeline faster
- Monthly Recharge Day
- Holiday Exchange Program
- Best Self Benefit Program
- Medical Insurance
- Work from Anywhere up to 90 days
Skills Required
- Proven track record of winning net-new mid-market accounts and moving deals through the funnel with a strong win rate
- Experience managing a high volume of accounts and opportunities concurrently without dropping service
- Disciplined pipeline management and accurate forecasting in Salesforce
- Confidence pitching and demoing the full RetailNext product suite to any customer level
- Comfort with a fast, high-velocity sales cycle and smaller average deal sizes
- Willingness to travel to client locations as needed
- Familiarity with MEDDICC or similar deal qualification frameworks
- Experience building relationships with CEOs or founders of rapidly growing brands
- Background in retail technology, IoT, or SaaS sales
What We Do
RetailNext is the worldwide market leader and expert in retail analytics for brick-and-mortar retail, delivering real-time analytics that enable retailers and manufacturers to collect, analyze, and visualize in-store data. The patent-pending solution uses best-in-class video analytics, Wi-Fi detection, on-shelf sensors, and data from point-of-sale systems and other sources to automatically inform retailers about how people engage with their stores. The highly scalable RetailNext platform easily integrates with promotional calendars, staffing systems, and even weather services to analyze how internal and external factors impact customer shopping patterns – providing retailers the ability to identify opportunities for growth, execute changes, and measure success. RetailNext measures more than one billion shopping trips per year by collecting data from nearly 100,000 sensors in retail stores and analyzing trillions of data points annually. Headquartered in San Jose, CA, RetailNext is a growing global brand operating in more than 40 countries.
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