Strategic Account Director

About the Role:

We are hiring a senior Strategic Account Manager to own and expand a portfolio of high-value enterprise customers with $1M+ annual contract value. 

This is a commercially accountable role focused exclusively on existing accounts. You will be responsible for protecting and growing significant recurring revenue through executive relationship leadership, multi-year strategic planning, and value-based expansion. 

This is a quota-carrying role with responsibility for both net revenue retention and expansion of  revenue. 

What you will own:

Executive Relationship Strategy:

• Serve as the primary commercial owner for enterprise accounts exceeding $1M in ARR 

• Own a portfolio of 7-10 Enterprise customer, representing $10M-$15M in ARR 

• Build and maintain C-suite and senior executive relationships 

• Lead executive-level QBRs focused on business outcomes and strategic alignment 

• Develop multi-threaded relationships across business units 

Revenue Retention: 

• Own renewal strategy and contract negotiations 

• Proactively identify and mitigate churn risk 

• Develop multi-year account growth strategies 

• Ensure value realization is translated into renewals and expansion opportunities 

Expansion & Growth: 

• This is a “land and expand” motion that centers on partnering with existing clients to understand their pain points, and then mapping our solutions to solve those problems 

• Identify and close expansion opportunities ranging from $500k to $1.5M 

• Build and manage a qualified expansion pipeline within assigned accounts 

• Develop ROI-driven business cases aligned to enterprise initiatives 

• Forecast accurately and consistently within Salesforce 

Strategic Account Planning: 

• Create comprehensive account plans aligned to customer enterprise strategy 

• Map stakeholders, decision processes, and budget cycles 

• Partner cross-functionally to deliver measurable customer outcomes 

• Elevate competitive positioning within the account 

Success Metrics:

• Net Revenue Retention (NRR) 

• Expansion Revenue Quota Attainment 

• Gross Retention Rate 

• Multi-year contract growth 

• Depth of executive engagement across portfolio 

• Forecast accuracy 

Experience:

Required Experience:

• 10+ years of enterprise account management or enterprise sales experience 

• Demonstrated success managing $1M+ ARR accounts 

• Proven track record of meeting or exceeding expansion revenue targets 

• Experience negotiating complex enterprise agreements 

• Experience engaging and influencing C-suite stakeholders 

• Strong financial and business acumen 

• Extensive Salesforce experience  

Preferred Qualifications: 

• Experience managing multi-million-dollar, multi-stakeholder enterprise portfolios 

• Experience navigating procurement and legal processes 

• Experience developing multi-year enterprise growth strategies 

Who you are:

• Executive-level communicator with strong presence 

• Commercially disciplined and strategically minded 

• Comfortable driving high-stakes negotiations 

• Data-driven with strong forecasting rigor 

• Able to balance partnership mindset with revenue accountability 

Compensation:

• $165,000 - $185,000 annual base salary plus bonus, equity, 401k match, flexible PTO and medical/dental/vision insurance.