Large Enterprise Account Director (Federal Government Sales) - Talent & Learning

Large Enterprise Account Director (Federal Government Sales) – Talent & Learning Location: Toronto, Ontario, Canada. Work arrangement: hybrid – home and LinkedIn office on select days.

Company Description LinkedIn is the world’s largest professional network, built to create economic opportunity for every member of the global workforce. Our products help people make powerful connections, discover exciting opportunities, build necessary skills, and gain valuable insights every day. We’re also committed to providing transformational opportunities for our own employees by investing in their growth. We aspire to create a culture that’s built on trust, care, inclusion, and fun – where everyone can succeed. Join us to transform the way the world works.

Job Description This role will be based in Toronto. With an approach to flexible work centered on trust, the role is hybrid, performed both from home and from a LinkedIn office on select days.

We are looking for an Enterprise Sales Representative (Account Director) with a relentless focus on bringing value to our customers within the Federal Government sector. You will help both existing and new customers effectively engage with our solutions (Talent and Learning). Dedicated to making our customers stronger, you’ll seek out growth opportunities. While you maintain a strategic approach to selling and strive to meet/exceed revenue goals, you will always have your clients’ best interest in mind and act as their internal advocate to ensure they are set up for success.

Responsibilities

Research government agencies and prepare thoughtful questions and insights in advance of customer meetings.

Ask layered, open‑ended questions to understand and clarify customers’ objectives and challenges beyond surface‑level detail.

Build relationships with multiple stakeholders (vertically and horizontally) across the customer’s organization and with senior government executives (C‑Suite).

Shift communication style and content to fit the needs of different stakeholders.

Coach the customer’s internal champion to represent the business case and prepare them for objections they may face.

Lead with solutions, not products, when making recommendations aligned to federal government customer objectives.

Drive customer decision‑making by achieving a shared vision and proactively considering the value propositions that tie all stakeholders together.

Think commercially and apply business acumen when crafting and negotiating agreements.

Use data and insights to support investment recommendations or overcome customer objections.

Engage customers throughout to confirm and clarify value and adapt a strategy when needed to optimize ROI and mitigate churn.

Drive customer growth by proactively identifying opportunities to deliver greater customer value.

Apply business acumen in account planning by considering economic, industry, and company factors with a customer‑centric lens.

Map all key stakeholders in an account to assess the strength of the account relationship and create account outreach strategy.

Agree to joint accountability with colleagues and cross‑functional teams for optimal customer success.

Develop territory penetration strategies.

Practice humility and ask for help from colleagues when faced with a challenge or unknown.

Maintain discipline in territory and account planning, forecasting, and quota attainment.

Execute executive‑level sales, including executive presentations and presence.

Follow best practices when using CRM and other sales tools to manage the sales and buyer cycles.

Use leadership abilities to elevate the federal government team and consistently support colleagues.

Proactively share market trends, industry issues, and potential challenges with peers.

Coach peers on effective storytelling that ties macro trends into customer business objectives.

Coach peers on delivering a business case that ties back to customer definition of value and highlights ROI.

Demonstrate success as a self‑starter and sell with integrity.

Basic Qualifications

8+ years of applicable sales experience.

Preferred Qualifications

Experience working with the federal government and/or public sector.

Experience with government procurement and managing strict budgeting cycles.

Ability to build relationships and align with multiple customer stakeholders.

Proven ability to carry a revenue target and develop strategies that lead to exceeding sales goals.

Demonstrated success in achieving or surpassing sales quotas through prospecting, pipeline development, and closing deals with federal government customers.

Ability to maintain a churn rate of less than 5%.

Strong problem‑solving skills and adaptability to rapidly changing business requirements.

Familiarity with HR software (ATS, HRIS, LMS) or eLearning platforms.

Background in selling HR IT solutions or HR‑focused offerings.

Demonstrated success in competitive sales environments and ability to leverage internal resources effectively.

Knowledge of software licensing and contract terms with the ability to structure fair transactions.

Ability to accurately forecast federal government business.

Proven ability to develop and execute territory planning and penetration strategies.

Ability to identify and manage high‑level business opportunities in an evangelistic sales environment.

Skilled in gathering and using data to inform decisions, influence stakeholders, and understand prospective buyers.

Suggested Skills

Resiliency

Sales strategy

Sales prospecting

Communication skills

Problem solving

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