Large Enterprise Account Director

Department: Sales North America

Employment Type: Full Time

Location: Remote, New Jersey, United States, Remote

What you will own

• Develop a point of view on each named account: where operational performance is constrained, why change matters now, who owns the problem, and how Factbird can create measurable enterprise value.
• Build pipeline personally through disciplined account research, executive outreach, internal champions, partner routes, and relevant transformation events. You will not depend solely on inbound demand or centrally generated opportunities.

• Lead discovery that goes beyond gathering requirements. Test assumptions, expose the cost of inaction, and help customers define the operational and financial case for change.
• Use MEDDPICC as a decision framework, not a reporting exercise. Identify the Economic Buyer, decision criteria, decision process, competition, champions, and commercial risks early enough to influence the outcome.

• Build and lead a multithreaded strategy across Operations, IT, Finance, Procurement, Legal, and executive leadership.
• Anticipate where a deal could stall, surface difficult issues directly, and create credible routes around technical, political, financial, and organisational blockers. Know when to build consensus, when to challenge, and when to escalate.

• Own the commercial strategy for pilots and proof-of-value programmes in partnership with Solutions Consulting and Customer Success.
• Define success measures before deployment, maintain executive visibility, and ensure the pilot answers the questions required for an enterprise decision. Convert operational outcomes into a CFO-grade business case with a clear path to scale.

• Own deals involving complex buying groups, extended sales cycles, procurement processes, legal negotiation, and significant commercial value.
• Develop deal strategies that protect value while simplifying the path to signature. Maintain a precise view of deal health, distinguish evidence from optimism, and communicate risks without spin.

• Treat the initial close as the start of the enterprise journey. Establish executive sponsorship, governance, deployment principles, and an expansion roadmap from the outset.
• Work across regional and global stakeholders to convert one site into 20, 100, or more, embedding Factbird into the customer’s operational and financial planning cycles.

• As a foundational member of the enterprise team, help sharpen Factbird’s account strategy, qualification discipline, deal reviews, value methodology, and global expansion playbook.
• Bring a strong point of view. Challenge internal thinking when the evidence calls for it, invite challenge in return, and improve the quality of decisions around you.

What Were Looking For

• 7+ years in complex B2B sales, ideally in enterprise SaaS, industrial technology, manufacturing technology, or another operationally critical category
• Evidence of personally creating, closing, and expanding complex enterprise opportunities, rather than only managing opportunities generated by others
• Experience navigating £/€500k–£/€1m+ deal complexity, or an equivalent combination of contract value, stakeholder breadth, deployment risk, and commercial sophistication
• Success across sales cycles of 6–18 months or longer, involving multiple functions, sites, geographies, and senior decision-makers
• A track record of converting initial deployments or pilots into meaningful multi-site expansion
• Strong command of MEDDPICC or an equivalent enterprise qualification discipline, demonstrated through how you run deals rather than a training credential

• Credibility with COOs, CFOs, CIOs, and senior operational leaders
• Ability to build business cases based on measurable operational and financial outcomes
• Strong commercial judgment across pricing, negotiation, procurement, legal complexity, and value protection
• Disciplined forecasting grounded in customer evidence and explicit next steps
• Ability to develop a clear account thesis, translate it into action, and adapt it as new evidence emerges

• You are constructively challenging. You do not confuse collaboration with agreement, and you are comfortable testing the thinking of customers, colleagues, and leaders.
• You create momentum. When a deal encounters resistance, you diagnose the blocker and build another route rather than waiting for circumstances to change.
• You combine confidence with coachability. You bring experience and independent judgment without becoming rigid or defensive.
• You treat each account as a business within the business, taking full ownership of strategy, execution, risk, and outcome.
• You are energised by complex, long-cycle pursuits where disciplined thinking and persistence create an advantage.

• Built credible, multithreaded strategies across a focused portfolio of named enterprise accounts
• Personally created and advanced qualified opportunities with senior executive sponsorship
• Established clear decision paths and commercial strategies for complex enterprise pursuits
• Converted operational value into financially credible business cases
• Progressed pilots with explicit success criteria and agreed routes to rollout
• Built expansion plans capable of taking Factbird from an initial site to a global manufacturing standard
• Raised the quality of enterprise account planning, qualification, forecasting, and deal strategy across the team

Why Factbird?

• Flexible working hours: We trust you to manage your time. Life isn’t one-size-fits-all, and neither is work.
• Competitive salary: We offer compensation that reflects your skills, experience, and impact.
• Internet reimbursement: Stay connected and productive, wherever you choose to work from.
• Thoughtful, human onboarding: We’ll support you step by step, giving you the context, tools, and guidance you need to feel confident from day one.
• A career path that grows with you: Through bi-yearly Individual Development Plan conversations, we’ll work together to shape a career journey that fits your ambitions.
• Company-wide kickoffs & team days: We regularly come together across teams and regions to connect, celebrate, and align on what’s next.
• A global, inclusive culture: We’re proud of our diverse backgrounds and perspectives — and we actively celebrate them in how we work and collaborate.