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Account Director

Morning Consult

Morning Consult

Sales & Business Development
Remote
Posted on Friday, May 10, 2024
About Morning Consult:
Morning Consult is a global decision intelligence company changing how modern leaders make smarter, faster, better decisions. The company pairs its proprietary high-frequency data with rigorous analysis to better inform decisions on what people think and how they will act.
The Role:
We are seeking a seasoned and talented Account Director to join our dynamic team. As an Account Director, you will play a crucial role in maintaining and growing our existing client base by building relationships with clients, understanding their needs and facilitating their contract renewals and upsell opportunities. You will also play a vital role in laying the foundation for this new role to Morning Consult by defining new ways of working, authoring playbooks and hiring 2-3 Account Managers, who would be your direct reports.
You will manage a portfolio of key accounts (the number of accounts you manage is to be determined as we assess the needs for this team) and in the future, will manage Account Managers who manage their own portfolios. You will build strong, collaborative relationships with our Customer Success Managers, who are product experts and relationship-managers focused on increasing client engagement and satisfaction. As you familiarize yourself with our client base, you’ll identify ideal client profiles that are great candidates for upselling and cross-selling. This is the first role of its kind, so you’ll also work with Commercial Leadership to and Finance to build out a system for effective renewal pipeline management and forecasting.
Working directly with major Fortune 500 brands as a consultant, you will contribute to business outcomes that have a wide-reaching impact on the world. You will be an ambassador for Morning Consult, living our values and executing our mission by helping improve how global business, financial and government leaders make decisions.
You’re motivated by building teams and by building long-term relationships with clients as you help them achieve their goals. You’re curious about many different verticals and will ask questions to help uncover nuanced business needs. You’re coachable and crave feedback because you know it accelerates your growth. You are a team player and enjoy contributing to team strategy as much as you enjoy working 1:1 with your clients.
The Account Management Team at Morning Consult:
The Account Management team is the newest addition to the Commercial Division at Morning Consult. Renewals Account Directors and Managers are experts in the Morning Consult Intelligence products and partner closely with Customer Success Managers, who focus on supporting clients with their product expertise to achieve critical business needs and goals. Our team mission is to drive customer engagement, retention and revenue expansion by helping clients best leverage their subscriptions to Morning Consult’s syndicated solutions.

What You’ll Be Working On:

  • Proactively managing a portfolio of Fortune 500 clients to drive renewals and upsells
  • Developing strong relationships with key stakeholders within client organizations to understand their business needs and satisfaction with our products
  • Collaborating closely with Sales, Customer Success and Product teams to identify upsell and cross-sell opportunities within existing accounts
  • Acting as the primary point of contact for clients throughout the renewal process, addressing any concerns or issues and providing timely solutions
  • Utilizing CRM software to track customer interactions, forecast renewals and maintain accurate account records
  • Monitoring customer usage and engagement metrics in partnership with the assigned CSM to identify potential risks and opportunities for proactive intervention
  • Preparing and delivering renewal proposals, contracts and presentations to clients, highlighting the value of our solutions and addressing any pricing or contract negotiation discussions
  • Staying informed about industry trends, competitive landscape and best practices in customer success to continuously improve our renewal processes and strategies
  • Performing such other tasks and duties as may be required or assigned from time to time in the Company’s discretion

About You and What You’ve Done:

  • Bachelor’s degree or the equivalent combination of education and experience
  • 8+ years of experience in sales or account management, preferably in the SaaS or technology industry
  • Proven track record of meeting or exceeding renewal revenue targets in a B2B environment
  • Strong communication, negotiation and interpersonal skills, with the ability to build rapport and influence decision-makers at all levels
  • Excellent organizational skills and attention to detail, with the ability to manage multiple accounts and priorities simultaneously
  • Experience working with CRM software (e.g. Salesforce)
  • Self-motivated and results-oriented, with a passion for delivering exceptional customer experiences and driving business growth
  • Willing to take feedback, learn and grow; an ethos of continuous self-improvement
Note: We view the above section as a guide, not a checklist. Research shows that underrepresented/marginalized groups are less likely to apply for a job if they feel that they don’t meet 100% of the qualifications. We welcome diverse and non-traditional backgrounds and encourage you to apply even if you don’t satisfy every single bullet on this list! It’s expected that you’ll learn and grow throughout your time at Morning Consult, so if you’re open to building new skills, we’d love to hear from you.
The expected salary range for this position is $146,300 - $243,400, with a midpoint of $194,900.
In most cases, we target the midpoint of our salary ranges for new hire compensation. This placement is reflective of full proficiency in a role. This role is eligible for additional variable compensation and an equity grant, which will be discussed in your initial recruiter conversation. Please see an overview of Morning Consult’s benefits on our Career Page.
We are committed to a work environment that is inclusive to all and free of discrimination. It is our policy to be an equal opportunity employer without regard to race, color, religion, sex, age, national origin, disability, sexual orientation, gender identity or expression, genetic predisposition or carrier status, veteran status, citizenship status or any other factors prohibited by law. Morning Consult will provide reasonable accommodations for qualified individuals.
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