Account Director, SMB

About the Role:
Bazaarvoice is looking for a motivated and strategic partner to join our sales team. We thrive on solving complex problems and are looking for someone who enjoys stepping outside their comfort zone to grow.

In this role, you’ll own the full lifecycle of the client relationship—from driving renewals to identifying opportunities for upsells and cross-sells. You will manage a dedicated territory, acting as the primary driver of the sales process while collaborating with our internal support teams. We value candidates who can balance maintaining current partnerships while building new pipeline from your current clients.

What You'll Do:

• Articulate the ROI of our solutions and demonstrate how our products solve specific business challenges for brands and retailers.

• Maintain an organized pipeline and provide clear, proactive updates to leadership throughout the renewal and sales cycles.

• Work seamlessly with internal teams to ensure your clients have the resources and support they need to succeed.

• Lead meaningful discovery conversations to uncover core business needs and long-term requirements.

• Build relationships across diverse departments, from collaborating with IT professionals to partnering with marketing and merchandising leaders.

• Navigate the contract process by working alongside client legal teams and our internal counsel to finalize agreements.

• Engage with executive leadership and founders to build rapport and align our solutions with their high-level business goals.

What You'll Bring:

• A minimum of 3 years in a quota-carrying role within SaaS, MarTech, or eCommerce, with a proven track record of meeting or exceeding revenue targets

• A minimum of 3 years successfully managing contract renewals, meeting or exceeding against your company’s average renewal rate

• Strong bias to action and ability to prioritize multiple internal and external asks in a way that moves your business forward

• Strong organizational structure to how you approach your day-to-day plus long-term territory strategy

• An understanding of the digital shelf and how user-generated content impacts the broader brand-to-retailer ecosystem.

• The ability to navigate complex organizational structures and build consensus among diverse stakeholders, including Marketing, Sales, IT, and Procurement.

• Exceptional business acumen and the ability to translate technical features into high-level strategic outcomes for C-suite executives.

• A consultative approach to sales, using active listening and two-way discovery to solve customer "pain points" rather than just selling features.

• Strong project management skills with the ability to lead a multi-threaded sales or renewal process from initial outreach to legal signatures.

• A natural curiosity for e-commerce trends and a passion for helping brands build trust with their consumers.

• Experience building and maintaining long-term, trusted partnerships that result in high retention and account expansion.