Senior Director, Corporate Accounts at National Association of Black Accountants, Inc. – Greenbelt, Maryland

JOB SUMMARY

The Senior Director of Corporate Accounts is responsible for building sales strategies, achieving revenue goals, sales execution, account management, and driving a disciplined pipeline with a proven new business “hunter” mindset. The Senior Director partners cross-functionally with marketing, programs, membership, finance, and technology to align go-to-market efforts, advance new corporate partnerships, and expand NABA’s reach and impact for professional and student members.

JOB DESCRIPTION

Essential Functions:

We are seeking a Senior Director who will be responsible for leading, managing and executing new sales opportunities. Additionally, the individual will need to work seamlessly with cross-functional teams to align sales, marketing, program, membership, finance, and technology for success. This role requires a proven new business “hunter” mindset—actively identifying, qualifying, and pursuing net-new accounts and revenue streams—while also growing revenue share with existing customers and partners. The Senior Sales Director will be expected to build and maintain a healthy pipeline through proactive outreach, networking, and consultative discovery, and to consistently move opportunities from first contact through close. Additionally, the senior director will play a key role in building and maintaining executive relationships with key stakeholders. Strong leadership, strategic planning, focus, excellent interpersonal and communication skills, strong executive presence, and executive intelligence are required.

General Accountabilities

• Develop Sales Strategies: Develop and execute sales strategies to exceed revenue and growth outcomes.
• Grow Existing Accounts: Build and retain relationships with key existing accounts, new accounts and ensuring high levels of customer excellence and retention.
• Identify New Business Opportunities: Continuously identify and pursue new business opportunities to expand the company's customer base and ensure diversification within accounts.
• Upsell and Grow Multiyear Business Contracts.
• Forecast and Reporting: Develop sales forecasts and reports to track performance against targets and provide insights for improvement. Use of CRM a must.
• Cross Functional Collaboration: Collaborate with Marketing, Sales, Membership, Program, IT Teams: Work closely with the marketing team to develop effective sales collateral, campaigns, and promotional materials as well as all virtual teams to ensure solid communications and cross team integration.
• Other duties as assigned.

REQUIRED JOB QUALIFICATIONS

Education & Experience Requirements

• Bachelor's degree or equivalent work experience.
• Proven track record of success in sales leadership roles, with a minimum of 10 years of experience.
• Experienced in B2B sales.
• Demonstrated ability and experience calling on and influencing C-Suite stakeholders within target and new business accounts, including leading executive discovery, presentations, and negotiations.
• Strong leadership and team management skills, with the ability to motivate and inspire high-performing co-workers.
• Excellent communication and interpersonal skills, with the ability to build rapport and establish trust with clients and internal stakeholders.
• Strategic thinker with a results-oriented mindset and a focus on driving business growth and outcomes.
• Analytical mindset with proficiency in sales forecasting, budget management, and data analysis.
• Demonstrated ability to develop and execute effective sales strategies in a competitive market.
• Deep understanding of sales processes, CRM systems, and sales methodologies.
• Ability to thrive in a fast-paced, dynamic environment and adapt to changing priorities.
• Strong negotiation and problem-solving skills, with a customer-centric approach.

Knowledge, Skills & Abilities:

• Proven Track Record of Results, Impact and Outcomes
• Prospecting and Lead Generation (Hunter Mentality)
• Value-Based Selling and Executive-Level Storytelling
• Must possess strong leadership qualities.
• Must have strong organizational, analytical, and coordinating abilities.
• Ability to work as part of a team.
• Excellent problem-solving abilities.
• Must be creative and able to prioritize tasks in the face of many challenges.
• Ability to work independently and work under deadlines.
• Proven stakeholder management skills
• Commitment to organizational mission, values and guiding principles.
• Market Mapping and Target Account Strategies
• Objection Handling and Competitive Differentiation
• Pipeline Management and Forecast Accuracy (CRM Discipline)
• Territory and Time Management (Activity-Based Execution)
• Resilience, Persistence, and High-Volume Outreach

Competencies:

• People and Sales Leadership
• Executive-Level Engagement and Communication (C-Suite Discovery, Presentations, and Influence)
• Cross Team Collaboration
• Negotiation, Deal Structuring, and Closing
• Sales Execution Role Model
• Emotional Intelligence
• Networking and Relationship Building with Decision Makers
• Proposal Development, Pricing, and ROI/Impact Cross Team Collaboration
• Passion for Customer Excellence
• Upselling and Cross Selling Leadership
• Relationship Builder
• Building Trust
• Great Communication Skills
• Operational Excellence
• CRM Experience
• Data Analysis
• Microsoft Office Experience

Physical Requirements:

• Typical office setting (remote/work from home and hybrid 1-2 days a week)
• Occasional domestic (40%)
• One must possess the ability to communication and exchange information as well as the ability to use a computer, related software programs
• One must possess the ability to transport up to 20 lbs
• Ongoing local and/or national travel periodically required

DIVERSITY STATEMENT

As an equal opportunity employer, NABA is committed to a diverse, multicultural work environment. NABA does not discriminate in employment based on age, race, creed, gender, religion, marital status, veteran’s status, national origin, disability, sexual orientation, and other protected status as required by applicable law.

ORGANIZATION BACKGROUND

The mission of NABA is to address the professional needs of its members and to build leaders that shape the future of the accounting and finance profession with an unfaltering commitment to inspire the same in their successors.

NABA's vision is for unlimited opportunities and growth for blacks in the accounting and related business professions. Learn more about NABA's vision at www.nabainc.org/vision.

BENEFITS

This position offers a competitive compensation package, including full medical and dental benefits; disability insurance; life insurance; and retirement fund options.