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Fetch Package is seeking a Director of Strategic Accounts to lead enterprise and national account relationships, driving both net-new and expansion revenue through strategic land-and-expand initiatives.
In this role, you will own a portfolio of enterprise and national accounts, responsible for maintaining satisfaction while identifying and executing cross-sell and up-sell opportunities across complex organizational hierarchies. You'll map client structures to uncover expansion potential at both horizontal (across business units) and vertical (to C-suite) levels.
Key responsibilities include:
- Executing strategic land-and-expand initiatives to drive net-new and expansion revenue within assigned enterprise and national accounts
- Mapping complex organizational hierarchies to identify cross-sell and up-sell opportunities
- Leading cross-functional account teams (Operations, Customer Success, Legal, Marketing) to align client requirements with strategic delivery
- Building and presenting comprehensive business cases, ROI analyses, and tailored executive presentations to drive expansion commitments
- Maintaining rigorous pipeline hygiene and delivering accurate account forecasts to sales leadership, including proactive identification of account risks and compelling events
- Serving as a trusted strategic advisor to enterprise stakeholders with deep domain expertise on industry trends, macroeconomic dynamics, and competitive landscape
- Structuring and negotiating large, multi-year contracts and master service agreements
- Utilizing enterprise sales methodologies (e.g., MEDDPICC) to qualify opportunities and mitigate risk
- Managing Salesforce and Gong for pipeline management and forecasting
- Traveling as required for client meetings and industry events
Requirements:
- 7+ years of outside enterprise sales experience
- 4+ years specifically selling PropTech, SaaS, or tech-enabled services into large national accounts
- Consistent track record of meeting or exceeding $1.2M–1.6M+ ARR quota
- Proven track record selling to C-suite, navigating complex buying committees, and driving stakeholder consensus
- Expertise in enterprise sales methodologies (e.g., MEDDPICC)
- Strong ability to structure and negotiate large, multi-year contracts and MSAs
- Proficiency with Salesforce and Gong
- Multifamily industry experience is a strong plus
- Ability to travel as required
