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. We are looking for an Account Director to join our team as a trusted adviser with a relentless focus on bringing value to our customers within our SMB segment. In this role, you will own a defined book of business and be responsible for closing both renewals and expansion opportunities across LinkedIn’s Talent and Learning solutions.This is a closing role that blends hunting and farming—but all within an existing customer base. You’ll be responsible for proactively identifying growth opportunities, driving strategic conversations, and securing long-term commitments—without the need for net-new logo acquisition. Success requires a mix of commercial acumen, curiosity, and a consultative mindset that helps customers get the most out of their investment.You’ll be responsible for strengthening customer relationships and ensuring long-term value, all while consistently hitting revenue goals and contributing to our team’s success.Responsibilities:  Is disciplined in Territory and Account Planning, Forecasting, and Quota Attainment  Researches Customer’s business and prepares thoughtful questions and insights in advance of customer meetings  Asks layered, open-ended questions to understand and clarify Customer’s objectives and challenges beyond surface-level detail  Builds relationships with multiple stakeholders (vertically and horizontally) across the Customer’s organization  Shifts communication style and content to fit the needs of different stakeholders  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  Thinks commercially and applies business acumen when crafting & negotiating 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  Drives Customer growth by proactively identifying opportunities to deliver greater customer value  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  Follows best practices when using CRM and other Sales tools in order to manage the Sales and Buyer cycles 
