Director of Strategic Accounts

About the Role

The Director of Strategic Accounts will lead the development and acquisition of high-value major accounts within the small-ticket dealer and manufacturer equipment finance market. This senior-level sales professional will identify, qualify, and onboard manufacturer and large dealer programs that sell directly or indirectly to businesses. The role involves building and nurturing executive-level relationships, particularly at the C-suite level, and crafting strategic partnerships aligned with each client’s long-term goals. Ideal for a polished business development professional with a proven track record in complex sales environments and securing large-scale dealer partnerships.

Responsibilities

• Identify and engage national manufacturers selling capital equipment across primary verticals.
• Develop and execute strategic account acquisition plans targeting high-potential, high-value partners.
• Navigate complex sales cycles and cultivate relationships at the C-level and VP-level within target organizations.
• Generate new business through prospecting, networking, referrals, industry events, and strategic outreach.
• Maintain an active pipeline of qualified opportunities and accurately forecast future production.
• Collaborate with senior leadership and underwriting to structure finance solutions that meet customer needs while achieving targeted risk-adjusted returns.
• Deliver high-impact presentations and solution-based proposals (face-to-face and virtually) tailored to each client’s sales and financial goals.
• Present Trio’s financing programs, technology tools, and value-added services to prospective partners.
• Lead contract negotiations and onboarding process for new accounts, including signing dealer program agreements and negotiating program pricing.
• Lead the onboarding process to effectively roll out the program, including program kickoff meetings (internally and externally).
• Use the CRM to document activities and manage opportunities.
• Collaborate with internal teams (finance, marketing, credit, operations) to ensure seamless execution and ongoing success of each relationship.
• Maintain a deep understanding of client business models, industry dynamics, and emerging trends.
• Drive product initiatives to expand the growth and success of national account relationships.
• Work with internal colleagues to ensure products and systems meet partner needs and execute campaigns and product rollouts.
• Collaborate with marketing and sales leadership to design new creative products, programs, and marketing materials, and assess their effectiveness.
• Use program reports to track sales activities, penetration rates, and KPIs.
• Conduct quarterly account reviews with each partner to assess feedback and iterate programs.

Key Performance Indicators

• Number of new programs landed and established.
• Finance volume generated by program and within the quota of the role.
• Overall portfolio performance and risk-adjusted returns by programs.
• Dealer and customer satisfaction and retention.
• Cross-selling of Trio products and programs.

Requirements

• 7+ years’ selling experience in the equipment finance industry.
• Demonstrated history of closing C-level program agreements.
• Ability to bring a book of business or key major account contacts (a plus).
• Bachelor’s degree or equivalent education and experience (preferred).
• Able to travel domestically up to 60% of the time.

Skills

• Initiative-taking, collaborative, and problem-solving with eagerness to be part of a rapidly growing business.
• Strong understanding of dealer end-to-end sales process, preferably in small to mid-sized ticket (up to $500,000).
• Strong understanding of the small business equipment finance market and ability to provide finance advice, recommendations, and operational guidance to equipment sellers.
• Understanding of manufacturer-based programs in the equipment finance industry.
• Solid understanding of multiple markets and industries.
• Proficiency with CRM (Salesforce.com), PowerPoint, and Excel.
• Expert in qualification, relationship initiation, building, and management; superior communications and people skills.
• High diligence and quality.
• Enthusiastic, coachable, and accountable with a powerful sense of urgency.
• Understanding of financial pricing applications (T-Value, Super Trump, HP).

About the Company

Trio is a proven equipment finance and working capital partner, dedicated to helping small businesses succeed by making access to finance solutions simple and dependable. As an independent, American-owned and operated organization, Trio is passionate about building lasting relationships and serving as a knowledgeable, trusted partner. With experienced teams across credit, underwriting, and funding, Trio provides fast, reliable turnaround and a relationship-first approach that positions it as an extension of its partners’ businesses, helping them close more deals, deepen loyalty, and drive long-term growth.

Trio empowers and trains team members at all levels to make quick decisions in service to relationships, ensuring the flexibility and nimbleness required to compete in today’s marketplace. The company operates five office locations in four states and has repeatedly been listed among Top Workplaces and ranked among the 500/5000 fastest-growing private companies in the U.S. by Inc. Magazine for more than 10 years consecutively. Trio is a subsidiary of Channel, a leading provider of equipment finance and working capital financing solutions.

Pay

$125,000 - $175,000 annually + commission

Benefits

• Medical, dental, and vision plans with HSA and FSA options.
• Life insurance and disability plans.
• Generous PTO policy.
• Employer-match company 401K plan.