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