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.