Senior Director, Corporate Accounts

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Senior Director, Corporate Accounts
Full Time Professional Greenbelt, MD, US

30+ days ago Requisition ID: 1030

JOB SUMMARY
The Senior Director of Corporate Accounts is responsible for building sales strategies, achieving revenue goals, sales execution, account management, and driving a disciplined pipeline with a proven new business “hunter” mindset. The Senior Director partners cross-functionally with marketing, programs, membership, finance, and technology to align go-to-market efforts, advance new corporate partnerships, and expand NABA’s reach and impact for professional and student members.

JOB DESCRIPTION
Essential Functions
We are seeking a Senior Director who will be responsible for leading, managing and executing new sales opportunities. Additionally, the individual will need to work seamlessly with cross-functional teams to align sales, marketing, program, membership, finance and technology for success. This role requires a proven new business “hunter” mindset—actively identifying, qualifying and pursuing net-new accounts and revenue streams—while also growing revenue share with existing customers and partners. The Senior Sales Director will be expected to build and maintain a healthy pipeline through proactive outreach, networking, and consultative discovery, and to consistently move opportunities from first contact through close. Additionally, the senior director will play a key role in building and maintaining executive relationships with key stakeholders. Strong leadership, strategic planning, focus, excellent interpersonal and communication skills, strong executive presence, and executive intelligence are required.

General Accountabilities

Develop Sales Strategies: Develop and execute sales strategies to exceed revenue and growth outcomes.

Grow Existing Accounts: Build and retain relationships with key existing accounts, new accounts and ensuring high levels of customer excellence and retention.

Identify New Business Opportunities: Continuously identify and pursue new business opportunities to expand the company's customer base and ensure diversification within accounts.

Upsell and Grow Multiyear Business Contracts.

Forecast and Reporting: Develop sales forecasts and reports to track performance against targets and provide insights for improvement. Use of CRM a must.

Cross Functional Collaboration: Collaborate with Marketing, Sales, Membership, Program, IT Teams: Work closely with the marketing team to develop effective sales collateral, campaigns, and promotional materials as well as all virtual teams to ensure solid communications and cross team integration.

Other duties as assigned.

REQUIRED JOB QUALIFICATIONS
Education & Experience Requirements

Bachelor's degree or equivalent work experience.

Proven track record of success in sales leadership roles, with a minimum of 10 years of experience.

Experienced in B2B sales.

Demonstrated ability and experience calling on and influencing C-Suite stakeholders within target and new business accounts, including leading executive discovery, presentations, and negotiations.

Strong leadership and team management skills, with the ability to motivate and inspire high-performing co-workers.

Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with clients and internal stakeholders.

Strategic thinker with a results-oriented mindset and a focus on driving business growth and outcomes.

Analytical mindset with proficiency in sales forecasting, budget management, and data analysis.

Demonstrated ability to develop and execute effective sales strategies in a competitive market.

Deep understanding of sales processes, CRM systems, and sales methodologies.

Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.

Strong negotiation and problem-solving skills, with a customer-centric approach.

Knowledge, Skills & Abilities:

Proven Track Record of Results, Impact and Outcomes

Prospecting and Lead Generation (Hunter Mentality)

Value-Based Selling and Executive-Level Storytelling

Must possess strong leadership qualities.

Must have strong organizational, analytical, and coordinating abilities.

Ability to work as part of a team.

Excellent problem-solving abilities.

Must be creative and able to prioritize tasks in the face of many challenges.

Ability to work independently and work under deadlines.

Commitment to organizational mission, values and guiding principles.

Market Mapping and Target Account Strategies

Objection Handling and Competitive Differentiation

Pipeline Management and Forecast Accuracy (CRM Discipline)

Territory and Time Management (Activity-Based Execution)

Resilience, Persistence, and High-Volume Outreach

People and Sales Leadership

Executive-Level Engagement and Communication (C-Suite Discovery, Presentations, and Influence)

Negotiation, Deal Structuring, and Closing

Networking and Relationship Building with Decision Makers

Proposal Development, Pricing, and ROI/Impact Cross Team Collaboration

Passion for Customer Excellence

Upselling and Cross Selling Leadership

Relationship Builder

Building Trust

Great Communication Skills

Operational Excellence

CRM Experience

Data Analysis

Microsoft Office Experience

Physical Requirements:

Typical office setting (remote/work from home and hybrid 1-2 days a week)

Occasional domestic (40%)

One must possess the ability to communicate and exchange information as well as the ability to use a computer, related software programs

One must possess the ability to transport up to 20 lbs

Ongoing local and/or national travel periodically required

DIVERSITY STATEMENT
As an equal opportunity employer, NABA is committed to a diverse, multicultural work environment. NABA does not discriminate in employment based on age, race, creed, gender, religion, marital status, veteran’s status, national origin, disability, sexual orientation, and other protected status as required by applicable law.

BENEFITS
This position offers a competitive compensation package, including full medical and dental benefits; disability insurance; life insurance; and retirement fund options.

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