Account Director, Mid Market

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