Enterprise Account Director, New Business

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About SH/FT

SH/FT is an execution-led strategic consultancy built to help enterprise organizations turn marketing, data, technology, AI, and creative into working growth systems.

We partner with Fortune 500 brands and emerging leaders to solve the complexity inside modern marketing organizations. As partners to leading MarTech platforms including Adobe, Salesforce, Optimizely, Braze, and others, we bring together strategy, data, analytics, engineering, revenue operations, and execution so our clients' tech stacks don't just exist. They perform.

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About the Role

Location: Remote, US or Canada

Travel: 25–30%, including client visits and industry events

Team: Client Partner / Growth

This is an enterprise sales role reporting our VP, Client Partner, Growth & Strategy .

Our BDR team opens the door and you turn that first conversation into a won enterprise engagement. You'll take early-stage conversations and build them into real opportunities. That means developing champions from nothing, getting to the economic buyer, and carrying complex deals through long cycles, procurement, scoping and review to a signed engagement.

About You

You know how enterprise organizations buy professional services. You can talk credibly about broken tech stacks, data activation, and what AI is doing to marketing operations, and you can translate all of it into business terms a CMO or CFO cares about.

You don't single-thread. You map the organization early, build relationships across marketing, technology, data, finance, and procurement, and you know exactly who holds the budget. When a deal stalls in month five, you're the one who finds a way to restart it.

You know great work takes a team , so you stay close to our strategists, engineers, and delivery leaders to learn what they do best and how they do it. You turn that into offerings and proposals that clients believe in and our teams can deliver with confidence.

What You'll Do

Win New Enterprise Business

- Partner with BDRs to define target accounts, personas, and messaging for Fortune 500 and high-growth enterprise organizations where SH/FT can create measurable value.
- Take BDR-sourced first meetings and quickly qualify, deepen, and convert them into real opportunities.
- Build from the first contact to the economic buyer, reaching CMOs, CTOs, Chief Digital Officers, and VPs of Marketing, Data, and Transformation without relying on a warm path.
- Identify, develop, and equip internal champions who will sell SH/FT when you're not in the room.
- Multithread every opportunity, building relationships across business, technical, financial, and procurement stakeholders.
- Open doors yourself in named strategic accounts, using your network, events, and executive outreach alongside the BDR motion.
- Lead consultative conversations that diagnose the real problem beneath the presenting issue and shape a commercial path around it.
- Own the full cycle from first meeting through contract execution, including procurement, legal, vendor onboarding, and security and compliance review.
- Keep momentum across 6–12+ month cycles with clear mutual action plans, consistent executive engagement, and honest forecasting.

Land and Expand

- Treat every win as a beachhead. Map the whitespace inside new clients and identify the next stakeholders, business units, and problems SH/FT can solve.
- Partner with Client Partners and delivery leaders to turn initial projects into broader growth-system engagements, proactively creating expansion rather than waiting for upsell requests.

Partner Internally

- Work with BDR, marketing, and delivery teams to sharpen targeting, messaging, and deal strategy.
- Bring the right SH/FT experts into the right conversations at the right time.
- Feed market signals back into how SH/FT positions and pursues opportunities.
- Work closely with delivery leaders to understand SH/FT's capabilities, capacity, and proof points.

What You Bring

- 6–10+ years of B2B enterprise sales experience, including significant time selling professional services, consulting, agency, or martech-adjacent solutions.
- Experience running deals within an account-based, orchestrated sales motion alongside BDR, marketing, and delivery teams
- A track record of closing enterprise deals that started cold, whether sourced by you or an SDR/BDR team, with Fortune 500 or similarly complex organizations. We'll ask you to walk us through them in detail.
- Proven ability to gain access to senior economic buyers without a warm introduction.
- Comfort selling premium, value-based engagements and the ability to build a business case that justifies the investment
- A consistent habit of multithreading and building champions inside complex, matrixed organizations.
- Hands-on experience navigating enterprise procurement, legal, vendor risk, and security review.
- Working fluency in the martech ecosystem (Adobe, Salesforce, Braze, Optimizely, and adjacent data, activation, and CX technologies) and the ability to connect technical complexity to business impact.
- A grounded point of view on how AI is changing enterprise marketing, data, and technology organizations.
- Experience selling advisory, strategy, implementation, managed services, and/or outcomes-based engagements, and an understanding of scope, pricing, and margin.
- Rigorous pipeline management and CRM discipline (Salesforce preferred), with a track record of accurate forecasting.

How You Operate

- Hungry. You'd rather build a pipeline than inherit it. A cold account is an opportunity, not an obstacle.
- Persistent. Long cycles don't lose you. You stay disciplined and keep deals moving when others would let them drift.
- Wide, not narrow. You never bet a deal on one relationship. You know who else needs to be in the room, and you get them there.
- Commercially courageous. You'll tell a senior buyer what they need to hear and ask the uncomfortable questions early.
- Curious. You do the homework. You walk into first meetings knowing the company, the stack, and the likely problem.
- Comfortable with ambiguity. You don't need a full playbook to execute, and you make good calls with incomplete information.

This Role Likely Isn't Right For You If:

- Your enterprise experience has been mostly inbound, partner-led, or referral-driven.
- Your attainment came largely from selling a market-leading brand where the logo did the heavy lifting.
- You're looking to build and lead a sales team, or to focus on sales operations and processes.
- You see account growth as fulfilling requests rather than proactively creating new opportunities.

What Great Looks Like in the First 12 Months

- A high conversion rate from BDR-sourced first meetings to qualified enterprise opportunities.
- Multiple net-new enterprise logos signed, with at least one where you built the champion and buying group from a single cold contact.
- Direct, active relationships with economic buyers across your target accounts.
- Deals that move predictably through procurement and security, with forecasts leadership can trust.
- A productive partnership with the BDR team that leads to sharper targeting and better meetings over time.
- At least one new client is already expanding beyond its initial engagement.

What We Offer

- Competitive compensation, including base salary and a competitive variable compensation tied to new business.
- Remote flexibility with meaningful travel to clients and industry events.
- Close partnership with senior leadership and real influence on how SH/FT grows.
- The chance to win high-impact work with some of the world's most recognized brands.

Compensation & Benefits

A base salary of $135,000 USD plus a commission plan with no cap on earnings, weighted to reward new-logo wins. Top performers in this role have more than doubled their base through commission.

In addition to base salary, SH/FT offers benefits such as medical, dental, vision, STD/LTD, Life/AD&D, Flexible Paid Time Off, 401k match, and various other ancillary benefits and perks.

We welcome and encourage applications from people with disabilities under the Accessibility for Ontarians with Disabilities Act. Accommodations are available on request for candidates taking part in all aspects of the selection process.

Candidates must have current US or Canada work authorization. For US candidates, this employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the US.

No relocation assistance can be offered at this time.