Director, Account Executive

Key Responsibilities

• Lead, coach, and develop a team of 6–8 Account Executives focused on either new logo acquisition or renewals, expansion, and cross-sell/up-sell within Enterprise & Mid-Market.
• Own and execute the US account expansion strategy, driving increased adoption of TraceLink’s platform across multiple products and use cases.
• Partner closely with Product, Product Marketing, and Customer Success to translate product innovation into compelling customer value propositions.
• Establish executive-level relationships within customer and prospect organizations, positioning TraceLink as a strategic supply chain partner, not just a point solution.
• Ensure disciplined account planning, including whitespace analysis, value hypothesis development, and multi-year growth plans for top accounts.
• Drive accurate forecasting, pipeline management, and QBR execution, with clear visibility into new logo acquisition, renewal and expansion health.
• Support complex sales cycles including RFPs, renewals, platform expansions, and enterprise negotiations.
• Enable the team to sell outcomes and ROI, particularly around supply chain digitalization, network-based solutions, compliance, and predictive insights.
• Represent TraceLink at industry events, customer meetings, and executive briefings to reinforce thought leadership and customer trust.
• Build and sustain a high-performance, inclusive team culture that prioritizes accountability, learning, and professional growth.
• Continuously refine sales processes and methodologies to support product-led growth and evolving GTM motions.

Skills And Qualifications

• 10+ years of experience in enterprise software or SaaS sales, with a strong emphasis on account management, expansion, and renewals.
• 3+ years of sales leadership experience, managing and developing quota-carrying Account Executives.
• Proven success driving new logo acquisition, net revenue retention and multi-product expansion within an existing customer base.
• Experience selling platform or portfolio-based solutions in complex industries.
• Strong executive presence with the ability to communicate complex technical and business concepts to C-suite, Supply Chain, IT, Compliance, Finance, and Procurement leaders.
• Highly analytical and strategic, with the ability to navigate ambiguity and unblock both customer and internal challenges.
• Excellent written and verbal communication skills, including executive presentations, RFP responses, and internal alignment documents.
• Comfortable operating autonomously while balancing multiple priorities in a fast-evolving environment.
• Willingness and ability to travel as needed (primarily US-based).