LinkedIn is the world’s largest professional network, built to create economic opportunity for every member of the global workforce. Our products help people make powerful connections, discover exciting opportunities, build necessary skills, and gain valuable insights every day. We are also committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture built on trust, care, inclusion, and fun – where everyone can succeed.

Location: Hybrid work in either San Francisco, CA or Sunnyvale, CA. The role will be performed both from home and from a LinkedIn office on select days, as determined by the business needs of the team.

Role Summary: Account Director for the SMB segment. Own a defined book of business and be responsible for closing both renewals and expansion opportunities across LinkedIn’s Talent and Learning solutions. This closing role blends hunting and farming but requires no net‑new logo acquisition. Success requires commercial acumen, curiosity, and a consultative mindset that helps customers get the most out of their investment.

Responsibilities

• Disciplined territory and account planning, forecasting, and quota attainment.
• Research customer business and prepare thoughtful questions and insights before meetings.
• Build relationships with multiple stakeholders across the customer organization.
• Lead with solutions, not products, when making recommendations aligned to customer objectives.
• Sell with integrity and drive customer decision‑making by achieving shared vision.
• Think commercially and apply business acumen when crafting and negotiating commercial agreements.
• Use data and insights to support investment recommendations or overcome objections.
• Mitigate churn risk proactively and confirm value throughout the customer lifecycle.
• Identify growth opportunities to deliver greater customer value and optimize ROI.
• Map key stakeholders to assess relationship strength and create account outreach strategy.
• Practice humility, ask for help when needed, and follow best practices when using CRM and other sales tools.

Basic Qualifications

• 2+ years of applicable sales experience.

Preferred Qualifications

• Experience with HR software.
• BA/BS degree or equivalent in a related field.
• Experience selling SaaS opportunities and Dynamics/D365 platform.
• Experience selling IT solutions.
• Knowledge of software contract terms and conditions and ability to create fair transactions.
• Strong negotiation and accurate forecasting skills.
• Experience carrying a revenue target with the ability to develop compelling strategies that deliver results.
• Excellent communication, negotiation, and forecasting skills.
• Demonstrated ability to find and manage high‑level business in an evangelistic sales environment.
• Ability to gather and use data to inform decision‑making and persuade others.
• Ability to assess business opportunities and read prospective buyers.
• Ability to orchestrate the closure of business with an accurate understanding of prospect needs.
• Ability to be coachable.

Suggested Skills

• Account Management
• Renewal Retention
• Territory Planning
• Communication

Pay range: $106,000 to $152,000. The total compensation package may include an annual performance bonus, stock, and benefits. For additional information, visit https://careers.linkedin.com/benefits.

Equal Opportunity Statement

We seek candidates with a wide range of perspectives and backgrounds and we are proud to be an equal opportunity employer. LinkedIn considers qualified applicants without regard to race, color, religion, creed, gender, national origin, age, disability, veteran status, marital status, pregnancy, sex, gender expression or identity, sexual orientation, citizenship, or any other legally protected class. LinkedIn is committed to offering an inclusive and accessible experience for all job seekers, including individuals with disabilities. If you need a reasonable accommodation to search for a job opening, apply for a position, or participate in the interview process, connect with us at accommodations@linkedin.com and describe the specific accommodation requested for a disability‑related limitation.

San Francisco Fair Chance Ordinance: Pursuant to the San Francisco Fair Chance Ordinance, LinkedIn will consider for employment qualified applicants with arrest and conviction records.