Burning Glass

  • Enterprise Account Director

    Job Locations US-MA-Boston
    Posted Date 2 years ago(10/20/2017 3:40 PM)
    Job ID
    # of Openings
    Sales: Learning & Workforce
  • Overview

    Burning Glass Technologies delivers job market analytics that empower employers to make data-driven decisions in a dynamic labor market with real-time awareness both of the talent they have and of the talent they will need to support their strategies. Powered by a massive data set of job market supply and demand information extracted from close to one billion postings and resumes, we deliver real-time data and breakthrough planning tools that shape workforces, inform careers, and define academic programs for hundreds of leading corporate, education, and government customers – from Microsoft and Accenture to Harvard University and Coursera to the Federal Reserve and the US Department of Labor.


    About the Position


    As Account Director, you will be responsible for selling our core human capital management analytic software and tools to new F1000 accounts.

    The Account Director will target and convert prospects into clients with their thorough understanding of Burning Glass’ value proposition and their ability to articulate and quantify that benefit for clients. You will write proposals, gain appropriate approvals, and present those proposals to your prospective clients. You will utilize data to position products and enable customers to understand how Burning Glass’ products and services will impact their strategic workforce planning, HR analytics, talent acquisition, and L&D initiatives. You are responsible for meeting a yearly sales quota by identifying, prospecting, presenting, proposing and closing our solutions to C, VP, and Director-level executives within Human Resources in a defined geographic territory.


    The ideal candidate must have the following attributes:

    • Deep understanding of HR issues and confidence working with HR professionals at all levels and areas of discipline
    • Strong analytical and problem-solving skills for identifying client needs, developing solutions, and logically organizing complex information
    • Demonstrated track record of excellent organizational and follow-up abilities
    • Passion for technology- and data-driven solutions and enthusiastic about providing solutions that address issues and challenges facing employers and workers
    • Outstanding interpersonal skills, written and oral communication, and strong presentation skills


    • Responsible for concurrently moving a number of prospects through sequential stages of the sales process: initial prospect meeting, request for proposal data gathering, benefits comparison, technology demonstration, proposal presentation, and close
    • Find and develop prospects through heavy networking, referrals, cold calling, direct selling, business development through support organizations, and centers of influence
    • Employ consultative selling and establish a trusted advisor relationship in order to determine the prospect's needs, create engagement, alignment, desire, and acceptance
    • Achieve the quota target by meeting sales metrics that drive business opportunities
    • Document all sales-related activities using Salesforce.com (SFDC)
    • Research leads and prospects in preparation for prospective client meetings
    • Complete all administrative tasks and duties in a timely manner
    • Demonstrate Burning Glass’ core values, at all times
    • Other projects and responsibilities at the manager’s discretion


    • Minimum of 10 years’ experience selling SaaS
    • Minimum of 5 years of experience in broad-based human resources function with advanced knowledge of the HCM discipline
    • Experience selling API’s preferred


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