Director, Enterprise Account Management; Specialty Contractors

We're seeking a Director, Enterprise Account Management (Specialty Contractors) to manage, grow, and further develop our New Logo Sales team. In this role, you'll work with our Commercial and Enterprise New Logo Sales teams to drive sales strategy while owning the full sales lifecycle into our New Logo accounts.

As a successful Director, Enterprise Account Management (Specialty Contractors), you have outstanding communication, pipeline generation, negotiation, leadership, and influencing skills and can seamlessly build a strong rapport with internal and external stakeholders. You have prior comparable SaaS sales experience, the ability to maintain C-level relationships, work with a large extended team, and seven-figure deal experience. If you're interested in helping shape the vision of Specialty Contractor Sales at Procore- apply today.

This role will report to our Senior Director, Account Management, and has the opportunity to work remotely from any US location. We're looking for someone to join us immediately.

• Team Leadership:

  Lead Procore's Enterprise Account Management team to drive sales and achieve strategic objectives while fostering a culture of inclusion, high accountability, and collaboration.

• Process Optimization:

  Implement and optimize processes to support team performance, efficiency, L&D, and product knowledge.

• Strategic Pipeline Generation:

  Lead the team to exceed quotas by executing creative GTM motions while maintaining extreme discipline regarding sales activities, CRM hygiene, and accurate forecasting.

• Manage Diverse Sales Cycles:

  Successfully manage pipeline spanning both fast-closing Commercial deals and strategic, long-cycle Enterprise opportunities.

• Drive Cross-Functional Closures:

  Collaborate with Customer Success, Marketing, and Product to leverage resources for complex deals and client satisfaction.

• Coach Executive Selling:

  Coach the team on C-suite engagement, multi-stakeholder navigation, P&L-based selling, and high-stakes negotiation.

• Territory & Account Strategy:

  Manage end-to-end execution and frontline intelligence to inform GTM planning and mandate rigorous engagement plans.

• Travel:

  Ability to travel (25% - 50%) to Procore offices, client sites, and industry events.

• Sales Leadership Excellence:

  10+ years of software sales experience with 18+ months in a 2nd-line (Commercial+) or Enterprise leadership role.

• Proven Revenue Driver:

  A consistent history of high performance, including a track record of identifying and closing six- and seven-figure contracts.

• Strategic Methodology:

  Demonstrated expertise in sales leadership methodologies, territory management, and developing high-performance teams through effective sales processes.

• SaaS Subject Matter Expertise:

  Deep understanding of enterprise SaaS models, key metrics, and online sales strategies.

• Enterprise Navigation:

  Experience selling high-value licenses or subscriptions to large, complex organizations; exposure to the top ENR segment is a significant advantage.

• Industry Knowledge:

  Construction industry experience (in any capacity) is preferred.

• Entrepreneurial Mindset:

  Ability to thrive in a fast-paced environment with a blend of curiosity, ambition, and resilience.

• Core Values:

  An optimistic, proactive, and competitive professional with a focus on delivering value-added solutions.

Base Pay Range:

-  USD Annual

On Target Earning Range:

-  USD Annual

This role may also eligible for Equity Compensation. Procore is committed to offering competitive, fair, and commensurate compensation, and has provided an estimated pay range for this role. Actual compensation will be based on a candidate's job-related skills, experience, education or training, and location.

Procore will consider for employment all qualified applicants, including those with arrest or conviction records, in accordance with the requirements of applicable federal, state, and local laws, including the City of Los Angeles' Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship on the following job duties, potentially resulting in the withdrawal of the conditional offer of employment:
1. appropriately managing, accessing, and handling confidential information including proprietary and trade secret information, as well as accessing Procore's information technology systems and platforms;
2. interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues; and 3. exercising sound judgment.