Enterprise Account Director, Talent Solutions

Job Description 

At LinkedIn, our approach to flexible work is centered on trust and optimised for culture, connection, clarity and the evolving needs of our business. The work location of this role is hybrid, meaning it will be performed both from home and from a LinkedIn office on select days, as determined by the business needs of the team.  

We are looking for an Enterprise Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within the Mid-Market and Enterprise sectors. You will be responsible for helping our customers effectively engage with our solutions (Hiring & Learning). You will be dedicated to making our customers stronger and seeking out opportunities for growth. Although you possess a strategic approach to selling and strive to meet/exceed revenue goals, you will always have your clients’ best interest in mind and act as their internal advocate to ensure they are set up for success. You will combine a consultative, value-selling framework with a sharp hunter mindset to uncover new expansion opportunities, drive quota attainment, and manage complex, multi-stakeholder deal cycles.  

Responsibilities: 

• Consultative Selling & Value Frameworks: Researches Customer’s business and prepares thoughtful questions and insights in advance of customer meetings. Adopts a diagnostic, consultative approach to quantify the ROI and financial impact of LinkedIn solutions. 
• Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail. 
• C-Suite & Executive Stakeholder Engagement: Builds and maintains trusted strategic relationships with C-level executives (CHRO, CFO, CEO) and multiple stakeholders (vertically and horizontally) across the Customer’s organization. 
• Executive Buy-In & Consensus Building: Shifts communication style and content to fit the needs of different stakeholders, navigating conflicting internal priorities to secure executive alignment and deal buy-in. 
• Leads with Solutions, not products, when making recommendations aligned to Customer objectives.  
• Sells with Integrity.  
• Drives customer decision making by achieving shared vision and proactively considering the value props that tie all stakeholders together.  
• Complex Deal Management & Structuring: Thinks commercially and applies business acumen when crafting, structuring, & negotiating large, multi-product, and complex commercial agreements.  
• Uses data and insights to support investment recommendations or overcome customer objections.  
• Proactively mitigates churn risk by adopting a smart, customer-centric approach.  
• Engages customers throughout to confirm and clarify value and adapts a strategy when needed to optimize ROI.  
• Hunter Mindset & Account Expansion: Drives Customer growth by actively hunting for whitespace, identifying net-new expansion opportunities, and driving aggressive portfolio penetration. 
• Applies business acumen in Account Planning by considering economic, industry, and company factors with a Customer-centric lens.  
• Maps all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy.  
• Agrees to joint accountability with colleagues and cross-functional teams for optimal customer success.  
• Practices humility and asks for help from colleagues when faced with a challenge or unknown.  
• Quota Accountability & Pipeline Discipline: Is disciplined in Territory and Account Planning, Pipeline Management, Accurate Forecasting, and Strict Quota Attainment. 
• Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles and maintain rigorous pipeline health. 

Basic Qualifications: 

• 9+ years of relationship building Sales/Account management experience carrying a revenue target. 
• Business level of fluency in both verbal and written Cantonese, Mandarin, and English. 

Preferred Qualifications: 

• Complex Deal Track Record: Proven experience negotiating and closing complex, multi-product enterprise SaaS/HR tech deals. 
• C-Suite Buy-In: Demonstrated success engaging C-level decision-makers and aligning multi-stakeholder groups across matrix organizations. 
• Consultative & Value Selling: Skilled in diagnostic selling frameworks to quantify business impact and ROI. 
• Hunter Mindset: Track record of driving net-new expansion, uncovering account whitespace, and consistently exceeding quota. 
• Pipeline & Forecast Discipline: Strong discipline in pipeline health, CRM usage (Salesforce), and accurate forecasting. 
• Education: BA/BS degree or equivalent practical experience. 

Suggested Skills: 

• C-Suite Advisory & Executive Buy-In 
• Complex Deal Structuring & Negotiation 
• Value & Consultative Selling 
• Hunter Mindset & Portfolio Expansion 
• Multi-Threading & Stakeholder Alignment 
• Pipeline Management & Forecasting