Director, Key Accounts

4 weeks ago

North York, Canada iLobby® Facility & Visitor Management Full time

About iLobby Visitor Management:

Backed by a $100MM investment from top VC firm, Insight Partners, iLobby is experiencing rapid growth as an enterprise market leader in the Facility and Visitor Management software space. With clients in 45+ countries and a platform that is truly best-in-class, the company is rapidly growing and well positioned for more growth as we scale our team. Profitable, nimble, and with a robust portfolio of F500 clients, iLobby is an ideal place for any high potential leader to accelerate their career.


iLobby is the global leader of SaaS-based enterprise visitor management system, with an easy, reliable and innovative platform that has become an integral part of day-to-day operations for major governments, banks, airports, manufacturers, and Fortune 500 companies worldwide. With iLobby, we help clients succeed in tracking, managing, and monitoring who is in their building – while increasing security and efficiency.


At iLobby, we are focused on creating an innovative and collaborative working culture where we value the contribution of each individual. Employee engagement is a key focus area for us and we encourage participation and the sharing of information and ideas.


In being a great place to work, we are proud to offer a range of experiences and opportunities that will help our employees to achieve their career and personal goals and enable them to live a healthy and balanced life.


About the Role:

To support our growth, we are looking for a rockstar Director, Key Accounts with experience implementing best practices across a team of Key Account Executives to drive rapid revenue growth. Reporting into a VP, Sales with a history of successfully scaling teams and revenue, the successful candidate will manage a growing team focused exclusively on expanding existing customers in the manufacturing, industrial, and other high security industries. This is a new role for iLobby as we double-down on client expansion, and as such, the position is ideal for “builders” – the type that are equally skilled in strategy and execution.


The ideal candidate will bring great energy, leadership, and initiative to drive team performance. They will implement new practices to help their team map accounts, build relationships, pitch/negotiate deals, and ultimately expand our largest accounts. Working in partnership with the VP, Sales as well as Marketing, CX, Product, and HR leaders, you will formulate and execute a strategy to maximize business growth.


This role is flexible/hybrid – working either full-time in our top-floor HQ in north Toronto on Yonge St. or splitting time between working from our HQ (minimum 2 days/week) and from home (up to 3 days/week).


Detailed Responsibilities:

  • Develop a winning team, including recruiting, hiring, training, retention, and coaching
  • Manage daily and weekly activities, pipelines, forecasts, and closed deals to ensure consistent above-quota results based on successful pipeline management
  • Co-create (alongside the VP, Sales) and drive a sales strategy and tactical plans to significantly increase our presence, revenue, and market share inside of our key accounts
  • Actively participate in key customer calls and meetings, partnering with each team member to accelerate deal closure and hit targets
  • Working closely with our Manager, Sales Enablement, provide active training and coaching on an ongoing basis to improve team performance
  • Implement repeatable sales processes and build thorough territory / account plans to maximize expansion potential within our key accounts
  • Work closely with other go-to-market teams to maximize opportunity close rate, including Marketing, Customer Experience, RevOps, and Sales leadership.
  • Regularly report on sales metrics and provide a consistently high level of forecast accuracy.


Qualifications:

  • 4+ years of experience in a quota-carrying B2B software Sales role and/or other B2B subscription-based industries
  • 2+ years of successfully leading, mentoring, and driving a Sales team to meet or exceed targets
  • Successful experience leading a team focused on client expansion is highly preferred
  • Proven track record of consistent growth and quota attainment as a Sales leader
  • Action oriented – you know how to structure your day in order to maximize your own success and the team’s success
  • Significant experience working with modern sales technology is required - specifically Salesforce, Gong, Salesloft, ZoomInfo, Qualified and/or similar tools
  • Collaborative style and ability to work with virtual teams and sell in a virtual environment
  • Strong operational and analytical abilities
  • Experience selling to complex B2B enterprises, such as those in manufacturing, industrial, oil + gas, pharmaceuticals, airports, and similar would be a strong asset


Why work at iLobby?

iLobby is the global leader in enterprise visitor management, helping complex enterprises digitize, optimize, and automate their key facility process – from streamlined visitor management to emergency evacuation, our Facility OS Platform is cutting edge and driving significant value with our customers.


We work hard and play hard, and we do both with passion and respect for one another. Our company promotes a fast-paced, fun, friendly, and highly collaborative work environment that provides:

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