Head of Accounts, Sea

About Us

At WeWork, we provide inspiring and flexible workplace solutions to help businesses - small, medium or large - thrive in more than 150 cities globally. The future of work is happening right now, and we are leading this moment. United by a common purpose, here we will empower tomorrow’s world at work. Join us on our journey as we give our members the freedom and support to push boundaries in their industries, and work to redefine our own.

About the Opportunity:
A Head of Accounts, SEA is responsible for building and leading a team of experienced salespeople in support of WeWork’s Accounts revenue strategy and targets.

This position will be responsible for deepening relationships with SEA Key Accounts, driving retention and ensuring members satisfaction, and fostering collaboration between SEA Accounts sellers, International sales colleagues and internal teams.

This individual should have a proven track record of enterprise sales, consultative sales, sophisticated contract negotiations and experience building & leading global sales teams.

As a successful Head of Accounts, SEA, you will be expected to:

- Tailor the SEA Accounts strategy to the needs of your book of business and scale the accounts
- Directly motivate and manage a team of Account Directors, Account Executives and Account Managers to optimise member experience and membership growth among Pacific Accounts.
- Help construct and continuously iterate on an appropriate book of business for the SEA Accounts team goals and objectives.
- Communicate regularly with your team’s assigned accounts to proactively drive engagement with our community and services, as well as cross-functionally communicate internally at WeWork
- Accurately forecast to meet and exceed sales goals on a monthly cadence
- Partner with the Leasing to maintain an up-to-date view of the available inventory in select markets and to create selling strategies to generate demand and incentivise closing
- Creatively add value throughout the lifecycle, increase retention and reduce churn
- Partner with Account Directors to support member relationships
- Drive post-sales activity for members through relationship-building, product knowledge, and Account-planning to up-sell and expand member relationships.
- Own the accuracy of SEA Accounts forecasting to report to the Head of Accounts, Pacific
- Serve as an internal point of contact for any disputes within the SEA Accounts org
- Establish a culture of communication within SEA Accounts to share best practices

About You
- Language skills: English is required and Chinese is preferred
- 5+ years of experience in advanced B2B sales and/or account-based sales management experience, preferably commercial real estate
- 3-5 years of experience managing people across functions, preferably across multiple locations
- Experience selling Real Estate Solutions, flex offices a plus
- Track record of sourcing and closing large deals ($1mn - $50mn) with large enterprise clients
- Experience in working globally and across different functions globally
- Demonstrated ability to continuously optimise a team, recognise opportunities for creating new systems, structures, and processes.
- Strong executive presence - experience and comfort level working with C-level executives
- Willingness to travel to interface with sales teams and members
- Proven track record of hitting and overachieving retention and growth targets
- A thoughtful communicator who can prioritise and project manage short and long-term initiatives
- Hard-working, self-motivated, dependable, organised and detail-oriented
- Strong ability to forecast and manage team pipeline using Salesforce or other CRM