Enterprise Account Director

Job Details

We are seeking a highly strategic and results-oriented Enterprise Account Director to drive new business growth within our government and utilities vertical. This role is responsible for securing enterprise-level clients, achieving quarterly sales targets, and expanding InvoiceCloud’s market presence through disciplined pipeline management and strategic partnership development.

The Enterprise Account Director will lead complex, consultative sales cycles with large enterprise prospects, ensuring accurate forecasting, strong pipeline hygiene, and consistent attainment of revenue goals. This individual will partner closely with the Area Vice President of Government & Utilities Sales, the Partner Manager, and cross-functional teams to identify and develop new partnership opportunities, align customer expectations through signing and go-live, and drive long-term revenue expansion within the enterprise segment.

Success Profile

This role is anchored in our company’s core competencies. These competencies reflect the mindsets and behaviors that define success in this role. Below is how each competency translates into meaningful impact and outcomes for this position.

Results-Driven

• Drive new client bookings by meeting assigned sales targets on a monthly, quarterly, and annual basis.
• Manage and accurately forecast pipeline growth through excellent prospecting and discovery, strong pipeline hygiene, and transparent commitments.
• Increase InvoiceCloud’s penetration in the enterprise government and utility market through strategic partnerships, prospecting, and excellence in deal execution.
• Use AI-enabled tools (e.g., for account research, outreach iteration, or deal/pipeline pattern analysis) to improve selling efficiency without compromising data hygiene or customer trust.

Customer-Centric

• Ability to match client problems with InvoiceCloud product through consultative discovery and value alignment.
• Ensure the success of newly signed customers by aligning expectations and timelines for signing and going live with Customer Success and onboarding teams.
• Work effectively in the InvoiceCloud team to bring prospect and customer service opportunities forward.

Takes Ownership

• Identify and implement strategic partnerships and initiatives focused on increasing revenue and InvoiceCloud’s value.
• Own the ongoing identification and development of new partnership opportunities within the government and utilities space in close collaboration with the Partner Manager.
• Support quota-carrying reps by ensuring there is a “path to quota attainment” each quarter and filling gaps in coaching or pipeline when needed.
• Demonstrate a commitment to professional selling grounded in personal respect, integrity, and ethical business practices.

Requirements

Required

• Experienced sales professional with expertise in payments, government, and utilities.
• Minimum of 8–10 years of outside or inside enterprise-level sales experience in software/technology requiring a consultative sales approach.
• Familiar with complex and highly customized enterprise sales on longer sales cycles.
• Proficient in tools like Salesforce and Gong with the ability to update, prioritize, and maintain strong process and data hygiene.
• Ability to identify, target, present, demonstrate, and close prospective billing organizations in the territory.
• Ability to generate leads/opportunities through partnerships and otherwise.
• Experience as an autonomous contributor working from home.
• Strong planning and execution skills; strong work ethic; well organized with strong time management skills.
• Team player who shares experiences, expertise, and learnings to drive broader team success.

Preferred

• Value Selling sales training.

Benefits
We offer a competitive benefits program including:

• Medical, dental, vision, life & disability insurance
• 401(k) plan with company match
• Flexible Time Off (FTO), wellbeing days, paid holidays, and summer Fridays
• Mental health resources
• Paid parental leave & Backup Care
• Tuition reimbursement
• Employee Resource Groups (ERGs)