Director, Sales - Strategic Accounts

About the role

PRGX, a global provider of source-to-pay data analytics and software and tech-enabled profit recovery services, is hiring a Director of Sales for Strategic Accounts in Atlanta, GA. The role works with the Chief Revenue Officer, the VP Global Strategic and Go-To-Market leadership to grow key accounts, and requires authorization to work in the US without sponsorship.

Key responsibilities

• Partner with leadership to develop and execute strategic growth plans for assigned accounts and achieve bookings, retention and expansion targets.
• Develop account plans covering customer segmentation, whitespace analysis, executive alignment and growth initiatives.
• Build and maintain senior executive relationships with strategic customers to strengthen retention, deepen penetration and find new growth.
• Lead customer business reviews, QBRs and strategic account planning sessions.
• Work with Operational Delivery, Finance, Marketing, Product and Customer Success to improve handoffs, adoption, renewals and expansion.
• Drive accounts toward programmatic, recurring, technology-enabled models such as value-based selling and disciplined pipeline management.
• Enforce sales discipline through Salesforce hygiene, methodology adoption, pipeline coverage, stage discipline, forecast accuracy and KPI inspections.
• Communicate forecast outlook, risks and remediation plans to leadership regularly.

Required profile

• Bachelor's degree or higher.
• At least 8 years of direct sales or strategic account management in a SaaS, data, analytics, compliance, procurement, finance, recovery audit or adjacent B2B enterprise organization.
• Proven track record leading strategic, enterprise or global accounts with renewals, retention and expansion.
• Experience selling to and growing Fortune 500 or similarly complex enterprise customers.
• Strong business acumen and financial skills, and ability to lead change through influence.
• Polished executive presence and communication skills, including presentations to senior executives and board-level audiences.
• Able to work in a fast-paced, private-equity sponsored environment.

Required skills

• Strong command of Salesforce or a similar CRM platform.
• Experience with strategic account planning, stakeholder governance, business reviews, renewals and expansion processes.