01Key Responsibilities
1. Territory Ownership and Business Growth Own a defined territory consisting of both prospective accounts and existing customers. Develop and execute a strategic territory plan to maximize market penetration and revenue growth. Identify whitespace opportunities within existing customers while acquiring new logos across priority industries. Prioritize accounts based on business potential, buying readiness, market trends, and strategic value. Build and maintain a healthy pipeline across both acquisition and expansion opportunities.2. New Business Development Generate demand through proactive self prospecting, networking, referrals, events, and outbound outreach closely collaborating with SDRs. Research target organizations to identify business priorities, decision makers, buying committees, and growth opportunities. Develop executive relationships and create opportunities with senior business leaders, HR leaders, Talent Acquisition leaders, and C-suite executives. Drive the complete sales cycle from prospecting through contract execution.3. Existing Customer Growth Build trusted advisor relationships with assigned customers. Conduct regular business reviews to understand evolving priorities and uncover expansion opportunities. Drive cross-sell, upsell, renewals, and adoption of additional LinkedIn Talent Solutions products. Partner with Customer Success and cross-functional teams to maximize customer outcomes and long-term value. Increase customer retention through proactive engagement and strategic account management.4. Customer Discovery and Solution Selling Conduct consultative discovery to understand organizational priorities, hiring challenges, workforce strategy, budget, and success metrics. Develop tailored business cases and solution recommendations aligned to customer objectives. Present compelling executive-level value propositions supported by market insights and talent intelligence. Travel approximately 60 percent within the territory to build executive relationships and deepen customer engagement.5. Negotiation and Deal Management Lead commercial negotiations and create mutually beneficial agreements. Maintain disciplined opportunity management to ensure predictable deal progression. Consistently achieve or exceed quarterly and annual sales targets.6. Forecasting and Pipeline Management Maintain accurate CRM hygiene and opportunity management. Deliver reliable forecasts with clear visibility into risks, upside, and pipeline health. Maintain disciplined top-of-funnel activity to ensure sustainable business growth.7. Market Intelligence and Territory Planning Stay informed on market trends, competitive landscape, customer priorities, and industry developments. Share customer insights with Product, Marketing, and Leadership teams to influence strategy. Continuously refine territory plans based on data and market intelligence.8. Collaboration and Leadership Partner effectively across Customer Success, Marketing, Sales Development, Sales Operations, and Leadership teams. Take ownership beyond individual targets by contributing to broader business initiatives and team success.What Success Looks Like: Consistently exceeds quota through a balanced mix of new customer acquisition and existing customer growth. Builds tr.
