📌 Core Information
🔹 Job Title: Account Director
🔹 Company: Valence
🔹 Location: Toronto, Ontario, Canada & New York, United States
🔹 Job Type: Full-Time (Hybrid)
🔹 Category: Sales & Business Development
🔹 Date Posted: 2025-04-30
🔹 Experience Level: 5-10 years
🔹 Remote Status: Hybrid (3 days in office)
🚀 Job Overview
Key aspects of this role include:
- Driving adoption of AI leadership coach and team tools platform with Fortune 500 clients
- Leading complex sales cycles, managing pilots, negotiations, and deal closures
- Providing market feedback to product teams and contributing to sales function refinements
- Actively sourcing and providing valuable market research and industry trends
ASSUMPTION: This role requires a high level of autonomy and adaptability in a fast-paced, evolving startup environment. Candidates should be comfortable working with colleagues in different time zones and have valid travel documents for North America and Europe.
📋 Key Responsibilities
✅ Win new business and drive revenue for Valence by finding the right people at prospective customers, educating them, and helping them succeed with Valence
✅ Lead complex sales cycles, managing pilots, negotiations, procurement/infosec, and deal closures
✅ Experiment with sales strategies to meet and exceed revenue quotas
✅ Command, report, and forecast sales activity, from prospecting target accounts and contacts to closing deals
✅ Provide market feedback to the Product and Engineering teams, guiding the evolution of offerings
✅ Actively source and provide valuable market research, including industry-specific information and trends for prospects
✅ Contribute to refinements of the sales function as a whole at Valence, including collaboration with other AEs
ASSUMPTION: This role involves a high degree of independence and requires strong organizational and project management skills to manage multiple moving parts with limited support.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: At least 7 years of experience in a high-impact sales role within a SaaS organization, with a proven track record in enterprise deals (250k+)
Required Skills:
- Demonstrated ability in handling complex, enterprise (250k+) deals, showing proficiency in navigating complex sales processes and contractual negotiations
- Outstanding communication and presentation skills, capable of engaging effectively with C-level executives and technical leaders
- Outstanding organization and project management skills, able to manage many moving parts with limited support
- Resilient and adaptable in fast-paced, evolving startup environments
- Strong analytical skills, with the ability to translate customer needs into actionable product feedback
Preferred Skills:
- Previous experience or passion in coaching, leadership, and development is highly advantageous
ASSUMPTION: Candidates with a proven track record in enterprise sales and a strong analytical mindset will be most successful in this role.
💰 Compensation & Benefits
Salary Range: $150,000 - $200,000 (USD) per year, based on industry standards for senior sales roles in SaaS companies with similar experience level and location
Benefits:
- Stock Options
- Equity
- Comprehensive Health Coverage (medical, dental, and vision) from day 1 via Bupa
- Retirement contributions for UK-based employees via Rippling
- Generous PTO, company-wide R&R shutdowns, and paid leave for parents
- WFH stipend, phone stipend, and support to work in a We Work or other space as preferred
Working Hours: Full-time (40 hours per week), with flexibility to work remotely for 2 days a week
ASSUMPTION: The salary range provided is an estimate based on industry standards and may vary depending on the candidate's experience and performance.
📌 Applicant Insights
🔍 Company Context
Industry: Data Infrastructure and Analytics
Company Size: 11-50 employees (Small to Medium-sized Enterprise)
Founded: 2021
Company Description:
- Valence supports data networks by providing infrastructure to enhance data exchange
- Their solutions facilitate the deep intelligence transforming our understanding and engagement with the world
- Valence is a Series A B2B SaaS company, backed by Insight Partners, that's pioneering the first generative AI leadership coach for large enterprises
Company Specialties:
- Data Infrastructure
- Data Analytics
- AI-driven Solutions
Company Website: http://www.getvalence.com
ASSUMPTION: As a small to medium-sized enterprise, Valence offers a high degree of ownership and strategic engagement for employees. However, this also means that candidates should expect a fast-paced and sometimes unpredictable work environment.
📊 Role Analysis
Career Level: Senior Sales Role, with potential for growth into a leadership position as the company expands
Reporting Structure: This role reports directly to the Head of Sales or a similar executive position
Work Arrangement: Hybrid, with a requirement to work at least 3 days a week in the London office
Growth Opportunities:
- Potential to move into a leadership role as the company grows and expands its sales team
- Opportunity to shape the sales function and contribute to the company's overall strategy
- Chance to work with cutting-edge AI technology and help enterprises transform their approach to leadership and development
ASSUMPTION: This role offers significant growth potential for the right candidate, as Valence is a rapidly growing startup with a unique product offering.
🌍 Location & Work Environment
Office Type: Hybrid, with a requirement to work at least 3 days a week in the London office
Office Location(s): London, United Kingdom
Geographic Context:
- London is a major global hub for finance, technology, and business, offering ample networking opportunities and a diverse talent pool
- The hybrid work arrangement allows for a better work-life balance while still fostering collaboration and team-building
- Candidates must be comfortable working with colleagues in different time zones (US, Canada) and have valid travel documents and be without travel restrictions in North America and Europe
Work Schedule: Full-time (40 hours per week), with flexibility to work remotely for 2 days a week
ASSUMPTION: The hybrid work arrangement offers the best of both worlds, allowing for flexibility while still fostering a collaborative and engaging work environment.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the Head of People, Allison Langille
- In-depth sales skills assessment with the Head of Sales or another senior sales leader
- Final interview with the CEO or another executive team member
Key Assessment Areas:
- Sales skills and experience
- Communication and presentation skills
- Problem-solving and analytical skills
- Adaptability and resilience in a fast-paced environment
Application Tips:
- Tailor your resume and cover letter to highlight your relevant sales experience and achievements
- Be prepared to discuss your sales strategy and approach to complex deals
- Demonstrate your understanding of Valence's product offering and its potential impact on the market
ATS Keywords: Sales, SaaS, Enterprise, Complex Deals, Market Research, Product Feedback, Sales Strategy, Revenue Growth
ASSUMPTION: The interview process at Valence is designed to assess the candidate's sales skills, experience, and cultural fit. Candidates should be prepared to discuss their sales strategy and approach to complex deals in detail.
🛠️ Tools & Technologies
- CRM software (e.g., Salesforce, HubSpot)
- Sales enablement tools (e.g., SalesLoft, Outreach)
- Project management tools (e.g., Asana, Trello)
ASSUMPTION: The specific tools and technologies used by Valence may vary, but candidates should be comfortable using CRM software, sales enablement tools, and project management tools to manage their sales pipeline and workflow.
👔 Cultural Fit Considerations
Company Values:
- Ownership of projects and strategic priorities regardless of seniority
- Strong ties to the executive team, a culture of transparency, and engagement with strategic decisions
- Diversity and inclusion, with a commitment to creating a supportive and engaging work environment
Work Style:
- Entrepreneurial mindset, with a focus on driving revenue growth and capturing market potential
- Collaborative and team-oriented, with a strong commitment to helping colleagues succeed
- Adaptable and resilient, with a willingness to work in a fast-paced, evolving startup environment
Self-Assessment Questions:
- Do you thrive in a fast-paced, evolving startup environment?
- Are you comfortable working with colleagues in different time zones and managing complex sales cycles?
- Do you have a proven track record in enterprise sales and a strong analytical mindset?
ASSUMPTION: Candidates who are comfortable working in a fast-paced, evolving startup environment and have a proven track record in enterprise sales will be most successful at Valence.
⚠️ Potential Challenges
- The fast-paced, evolving nature of the startup environment may be challenging for candidates who prefer a more structured work environment
- The requirement to work at least 3 days a week in the London office may be a barrier for candidates who prefer a fully remote work arrangement
- The complex sales cycles and contractual negotiations may be challenging for candidates with less experience in enterprise sales
- The need to travel for client meetings and events may be a challenge for candidates with travel restrictions or preferences
ASSUMPTION: These challenges are inherent to the role and the company's stage of growth. Candidates should carefully consider their preferences and capabilities before applying.
📈 Similar Roles Comparison
- Unlike traditional sales roles, this role requires a strong analytical mindset and the ability to provide valuable market research and product feedback
- As a small to medium-sized enterprise, Valence offers a high degree of ownership and strategic engagement for employees, but this also means a fast-paced and sometimes unpredictable work environment
- This role offers significant growth potential, as Valence is a rapidly growing startup with a unique product offering
ASSUMPTION: Candidates should carefully consider their preferences and capabilities before applying, as this role may differ significantly from traditional sales roles in other organizations.
📝 Sample Projects
- Developing and executing a sales strategy to capture revenue potential with a Fortune 500 client
- Managing a complex sales cycle, including pilots, negotiations, procurement/infosec, and deal closures
- Providing market feedback to product teams, guiding the evolution of Valence's offerings
ASSUMPTION: These sample projects are representative of the types of tasks and responsibilities that candidates can expect in this role. However, the specific projects and priorities may vary depending on the company's needs and the candidate's skills and experience.
❓ Key Questions to Ask During Interview
- How does Valence support the professional development and growth of its sales team?
- What are the key priorities for this role in the first 30, 60, and 90 days?
- How does Valence approach diversity, equity, and inclusion in its sales strategies and team composition?
- What are the most challenging aspects of working in a fast-paced, evolving startup environment, and how does Valence support its employees in navigating these challenges?
- How does Valence measure the success of its sales team, and what are the key performance indicators (KPIs) for this role?
ASSUMPTION: These questions are designed to help candidates better understand the role, the company, and the work environment. Candidates should tailor their questions to their specific interests and concerns.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant sales experience and achievements
- Prepare for your phone or video screen with the Head of People, Allison Langille, by researching Valence's product offering and its potential impact on the market
- Practice your sales skills and approach to complex deals, as you will be assessed on these areas during the interview process
- Follow up with Allison Langille one week after submitting your application to confirm receipt and express your interest in the role
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
