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