Account Executive

Job Description

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 remote, meaning it will be performed from the designated home work location upon time of hire.

We are seeking a high-performing Hybrid Account Executive to drive both new business acquisition and strategic growth within an assigned portfolio of existing customers across the Rest of Tamil Nadu market.

This role owns the complete customer lifecycle, from identifying and developing new opportunities to expanding long-term partnerships with existing clients. The successful candidate will combine disciplined prospecting with strong consultative selling, executive relationship management, and account planning to consistently exceed quota while delivering measurable business outcomes for customers.

Success in this role requires curiosity, resilience, strong business acumen, executive presence, and a passion for helping organizations solve complex talent challenges through LinkedIn's solutions.

Key Responsibilities:

1. Territory Ownership and Business Growth

• Own a defined territory consisting of both prospective accounts and existing customers.
• Develop and execute a strategic territory plan to maximize market penetration and revenue growth.
• Identify whitespace opportunities within existing customers while acquiring new logos across priority industries.
• Prioritize accounts based on business potential, buying readiness, market trends, and strategic value.
• Build and maintain a healthy pipeline across both acquisition and expansion opportunities.

2. New Business Development

• Generate demand through proactive self prospecting, networking, referrals, events, and outbound outreach closely collaborating with SDRs.
• Research target organizations to identify business priorities, decision makers, buying committees, and growth opportunities.
• Develop executive relationships and create opportunities with senior business leaders, HR leaders, Talent Acquisition leaders, and C-suite executives.
• Drive the complete sales cycle from prospecting through contract execution.

3. Existing Customer Growth

• Build trusted advisor relationships with assigned customers.
• Conduct regular business reviews to understand evolving priorities and uncover expansion opportunities.
• Drive cross-sell, upsell, renewals, and adoption of additional LinkedIn Talent Solutions products.
• Partner with Customer Success and cross-functional teams to maximize customer outcomes and long-term value.
• Increase customer retention through proactive engagement and strategic account management.

4. Customer Discovery and Solution Selling

• Conduct consultative discovery to understand organizational priorities, hiring challenges, workforce strategy, budget, and success metrics.
• Develop tailored business cases and solution recommendations aligned to customer objectives.
• Present compelling executive-level value propositions supported by market insights and talent intelligence.
• Travel approximately 60 percent within the territory to build executive relationships and deepen customer engagement.

5. Negotiation and Deal Management

• Lead commercial negotiations and create mutually beneficial agreements.
• Maintain disciplined opportunity management to ensure predictable deal progression.
• Consistently achieve or exceed quarterly and annual sales targets.

6. Forecasting and Pipeline Management

• Maintain accurate CRM hygiene and opportunity management.
• Deliver reliable forecasts with clear visibility into risks, upside, and pipeline health.
• Maintain disciplined top-of-funnel activity to ensure sustainable business growth.

7. Market Intelligence and Territory Planning

• Stay informed on market trends, competitive landscape, customer priorities, and industry developments.
• Share customer insights with Product, Marketing, and Leadership teams to influence strategy.
• Continuously refine territory plans based on data and market intelligence.

8. Collaboration and Leadership

• Partner effectively across Customer Success, Marketing, Sales Development, Sales Operations, and Leadership teams.
• Take ownership beyond individual targets by contributing to broader business initiatives and team success.

What Success Looks Like:

• Consistently exceeds quota through a balanced mix of new customer acquisition and existing customer growth.
• Builds trusted relationships with CXOs and senior business leaders.
• Creates predictable pipeline and delivers accurate forecasts.
• Expands strategic customer partnerships through consultative selling and business value conversations.
• Demonstrates strong territory ownership, disciplined execution, and operational excellence.
• Contributes positively to team culture by collaborating, coaching, and sharing best practices.

Qualifications

Basic Qualifications:

• 5+ years of enterprise B2B sales experience.

Preferred Qualifications:

• MBA or equivalent qualification.
• Experience selling SaaS or subscription-based solutions.
• Experience managing both new business acquisition and strategic account growth.
• Proven success in enterprise field sales.
• Strong consultative and solution-selling capabilities.
• Experience selling to HR, Talent Acquisition, Learning, or business leaders is preferred.
• Demonstrated ability to engage multiple stakeholders and build consensus across buying committees.
• Experience managing CXO relationships and complex enterprise sales cycles.
• Excellent negotiation, commercial acumen, and contract management skills.
• Strong account planning, research, and territory management skills.
• Experience using CRM platforms such as Salesforce.
• Highly self-driven with excellent prioritization and execution skills.
• Strong analytical thinking with the ability to leverage data to influence customer decisions.
• Passion for continuous learning, coaching, and personal development.

Suggested Skills:

• Negotiation
• Enterprise Sales
• Account Management
• Business Development
• Consultative Selling
• Executive Presence
• Territory Planning
• Strategic Prospecting
• Forecasting
• Pipeline Management
• Customer Relationship Management
• Communication

Additional Information

India Disability Policy 

LinkedIn is an equal employment opportunity employer offering opportunities to all job seekers, including individuals with disabilities. For more information on our equal opportunity policy, please visit https://legal.linkedin.com/content/dam/legal/Policy_India_EqualOppPWD_9-12-2023.pdf

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Please use this link to access documents that provide information about how LinkedIn handles the personal data of employees and job applicants, as well as the E-Verify Participation Notice and the Department of Justice Immigrant and Employee Rights Section Right to Work posters: https://www.linkedin.com/legal/candidate-portal.