Manager, Mid-Market Account Directors (West Region, Talent Solutions)

Company Description

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’re also committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture that’s built on trust, care, inclusion, and fun – where everyone can succeed.

Join us to transform the way the world works.

Job Description

This role will be based out of Sunnyvale, CA or San Francisco, CA.   

 At LinkedIn, our approach to flexible work is centered on trust and optimized 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. 

An amazing opportunity has presented itself within our LinkedIn Talent Solutions (LTS) sales team. LTS products consist of Hiring and Learning SAAS suite of products. As a Manager of a team of LTS Mid-Market Account Directors, you will oversee a strategic sales team that serves as trusted advisors and delivers value to our mid-market corporate business segment. This team is dedicated to seeking out opportunities for growth and ensuring our customers receive value from their investment. You will be responsible for building and managing a team of Account Directors as well as developing and executing the sales strategy across the market. Although your team of Account Directors will possess a strategic approach to selling and strive to meet/exceed revenue goals, they will always have their clients’ best interest in mind and act as their internal advocate to ensure they are set up for success. This team will be expected to grow their book of business by increasing the spend on annual renewals, prospecting for new business within subsidiaries and sister accounts, and closing expansion/add-on business.  

LinkedIn provides a flexible, high-growth environment where dedicated sales professionals are given the opportunity to excel and be recognized for outstanding results. LinkedIn’s sales team consists of smart, ambitious, and collaborative individuals who excel at leadership, leverage, results, and enhancement of corporate culture. Ideal candidates for this role possess a track record of leading senior sellers, Mid-Market or Enterprise client experience within competitive selling environments, and guiding teams through significant change.   

Responsibilities:

• Directly manage a high-growth sales team of Mid-Market Account Directors focused on growing their book of business by 10-15%+ each quarter by increasing the spend on annual renewals, prospecting for new business within subsidiaries and sister accounts, and closing pilots, expansion & add-on business. This is not an “Account Manager” role or support role focused on maintaining existing spending.  
• Communicate job expectations with Account Directors by planning, monitoring, and assessing individual sales metrics and results.  
• Coach, counsel, and develop employees through personal and professional mentorship. A particular emphasis is put on sales coaching to develop rep skills and sales competencies.  
• Be directly involved in recruiting activities (such as sourcing, interviewing, and hiring of Mid-Market Account Directors) with support from Talent Acquisition and other team members.  
• Accurately forecast recurring revenue pipelines, along with incremental bookings (add-ons).  
• Constantly innovate ways to balance sales opportunities, client management, and new customer onboarding responsibilities.  
• Work to develop and circulate a set of best practices that will serve as the foundation for this team.  
• Be proactive about solving problems even if it’s outside of your area of core focus.  
• Listen to the needs of the market and share insights with the product and marketing teams.  
• Take on additional initiatives and responsibilities as they emerge and do everything you can to help the company achieve its larger mission to connect the world’s professionals to make them more productive and successful. 

Qualifications

Basic Qualifications:

• 5+ years of quota-carrying sales experience.     

Preferred Qualifications:

• BA/BS degree or equivalent in a related field
• 1+ years of sales management leadership experience
• Proven success in exceeding sales targets and closing complex deals
• Experience managing and motivating senior sellers, including remote employees
• Familiarity with Software-as-a-Service (SaaS) sales and sales hunting
• Strong understanding of software contract terms and ability to create fair transactions
• Deep knowledge and practical application of sales methodologies and metrics
• Proficient in CRM tools for managing sales activities
• Strong negotiation and accurate forecasting skills
• Ability to motivate and inspire teams to achieve shared objectives
• Excellent time management and prioritization skills, with the ability to guide others
• Exceptional communication, presentation, negotiation, and conflict resolution skills
• Experience in monitoring team engagement, wellness, and satisfaction, and addressing areas of opportunity

Suggested Skills:

• Develop sales strategy 
• Inspire and motivate employees 
• Negotiation 
• Collaboration 
• Relationship building 

LinkedIn is committed to fair and equitable compensation practices.  

The pay range for this role is $236,000 to 360,000 OTE. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to skill set, depth of experience, certifications, and specific work location. This may be different in other locations due to differences in the cost of labor.   

The total compensation package for this position may also include annual performance bonus, stock, benefits and/or other applicable incentive compensation plans. For more information, visit  https://careers.linkedin.com/benefits. 

Additional Information

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. Our goal is to foster an inclusive and accessible workplace where everyone has the opportunity to be successful.

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.

Reasonable accommodations are modifications or adjustments to the application or hiring process that would enable you to fully participate in that process. Examples of reasonable accommodations include but are not limited to:

• Documents in alternate formats or read aloud to you
• Having interviews in an accessible location
• Being accompanied by a service dog
• Having a sign language interpreter present for the interview

A request for an accommodation will be responded to within three business days. However, non-disability related requests, such as following up on an application, will not receive a response.

LinkedIn will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by LinkedIn, or (c) consistent with LinkedIn's legal duty to furnish information.

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.

Pay Transparency Policy Statement ​

As a federal contractor, LinkedIn follows the Pay Transparency and non-discrimination provisions described at this link: https://lnkd.in/paytransparency.

Global Data Privacy Notice for Job Candidates ​

Please follow this link to access the document that provides transparency around the way in which LinkedIn handles personal data of employees and job applicants: https://legal.linkedin.com/candidate-portal.