Job Description
About the role
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 Do
Territory 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
What We’re Looking For
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
What We Offer
- 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
