Strategic Account Director

  • Sales
  • Remote job

Strategic Account Director

Job description

Who we are

Our mission at Capacity is to help teams do their best work through our AI-powered support automation platform. Capacity provides everything you need to automate support and business processes in one powerful platform.

In order to help all teams do their best work, we need our Capacity team to be a reflection of the workforce. We believe that each individual voice, perspective and background brings inherent value to enhance our product, serve our customers and generate more ideas to solve complex problems.

It’s an exciting time to join Capacity. Our company is growing rapidly: we have experienced a 150% year-over-year revenue growth. Capacity has raised a total of $36 million dollars from individual investors, giving us the opportunity to make ambitious investments in our team and big bets on our future. Our total addressable market is infinite. Any company that relies on shared knowledge and bottomless documentation, desires data automation and reporting, or needs to streamline information and processes is an opportunity for Capacity to shine. By continuing to hire smart and humble teammates all over the country, we have the opportunity to see Capacity become a premier brand enterprise SaaS.

A small enthusiastic team with a big company payoff

The Sales team is looking for its 9th team member, 2nd Account Director.  You will be responsible for managing complex sales processes and navigating multiple relationship paths through a full sales cycle. The SAD will build new customer pipelines, cultivate executive level relationships, close new business, and upsell current customers.  

We are on the lookout for a consistently positive attitude, strong understanding of processes, systems knowledge to generate and advance opportunities and the patience and determination to handle aa 6-12 month sales cycle. Most accounts we target are smaller tier enterprise accounts in Financial Services with newer prospects being in, but not limited to, Healthcare and Education.

Are you a top performer with a demonstrable track record?  Are you collaborative and supportive of the entire team and willing to partner with leadership to help drive on-going strategy?  This job could be for you. 

Why this job is exciting

As a Strategic Account Executive, you will have more responsibility, upside and growth potential than anywhere else comparable. We strive to make Capacity a place where exceptional talent thrives. We know you will be able to have an impact on both our bottom line as well as internal growth. 


At the onset of your tenure here, you will:

  • Draw up a Territory Plan and review it with the VP.

  • Meet and shadow current members of the team.

  • Learn the capabilities of the platform, the business problems we address, review messaging, and begin case studies.

  • Set your OKRs with your manager and develop and action plan.

  • Meet department heads in Customer Success, Product, Engineering, Legal, and Finance to get familiar with the role they play in helping you throughout your deal cycles.


Within three months, you will…

  • Create your first opportunity.

  • Understand how transformative Capacity is and can be to our prospects and customers.

  • Create compelling strategies to help align Capacity’s value to the goals, needs and objectives of your buyers.

  • Be a regular user and champion of our product. Link it, break it, connect it, build it.

  • Be a product expert and feel comfortable demoing.

  • Leverage a consistent sales process to continuously build and move the pipeline forward.

  • Begin to develop and negotiate complex enterprise level proposals and contracts.


Within six months, you will…

  • Handle the full sales cycle to consistently meet and exceed pipeline and revenue goals.

  • Be on target to your YTD goals

  • Collaborate with cross functional teams to successfully drive technically complex Enterprise deals to completion.

  • Deliver customer feedback to our teammates and continually help internal teams see how our whole product is solving unique customer problems.


Within one year, you will…

  • Be considered a top performer by consistently delivering our product and exceeding goals.

  • Set an example for new sales team members, assist in training, onboarding and motivating.

Requirements

About You

You are a results-oriented, motivated, and strategic hunter who shares a passion for all things sales. You are laser focused on generating new greenfield business. You will play a pivotal role in helping us achieve our goals by winning high visibility deals and scoffing at your annual quota. You love learning new things, training up junior sales people and enjoy working on a tight-knit team.

Qualifications

  • 5+ years in SaaS enterprise sales

  • Proven track record of exceeding sales quotas while leading with humility.

  • Experience selling products with an ACV>$75K.

  • Independent, bold presenter, with an ability to relate and sell across the whole C-Suite.


Bonus if you have:

  • Experience in owning portions of solutions consulting

  • Proficiency with workflows and support automation tools

  • Keen understanding of tradeoffs and timelines

  • Experience with complex multi-year contracts

  • Proficiency with security and compliance requirements


Interview Process (~4 HOURS)

You apply

[30 min] High level screen with Kate Bell, Talent Acquisition

[45 min] Deep dive of your resume with VP of Sales, Ben Kraus

[1 hr] Presentation to Enterprise AEs, VP of Sales and CRO

[~20 min] Predictive Index Assessments

[30 min] Presentation follow up and interview by the CRO

[30 min] Interview with David Karandish, founder and CEO of Capacity

References and offer!


Still unsure?

At Capacity we value more than just hard skills. Our goal is to build a holistic and diverse team. If you aren’t sure if you qualify, just apply! We will carefully consider your application and are always grateful for any time and effort invested in Capacity.

But wait, there’s more!

At Capacity we believe in more than just building amazing products and helping our customers. Although we are now a remote workforce, we remember the neighborhood where we started. We still strive to elevate our community by furthering access to education and careers in the tech space. Our sister company, Create A Loop, brings rigorous computer science courses to underserved communities with little to no access to formal computer science education. There are many opportunities for our Capacity team members to serve and educate our Create A Loop students throughout the year.

What is compensation like at Capacity?

  • We offer fully funded medical premiums for each full-time team member and their dependents.

  • Stock Options

  • Minimum PTO requirements

  • 401K

  • Short Term Disability

  • Flexible work environment


This is an individual contributor role but with considerable input to help shape go-to-market strategies. There is also potential for speaking engagements at events, webinars, etc if that is of interest.  Have any other ideas of what this role could be?  Let us know during your interview and maybe we can map it in.