Account Director I

Overview

Own and grow a portfolio of Commercial accounts by driving expansion ARR and durable NRR outcomes, leading structured expansion and renewal strategies across moderate-complexity accounts.

What you'll do

• Own and deliver expansion ARR quota and renewal performance within assigned Commercial accounts.
• Develop and execute structured account plans focused on multi-product adoption and wallet-share growth.
• Lead complex discovery and expansion conversations across multi-stakeholder buying groups.
• Drive disciplined renewal strategy, negotiation, and retention execution.
• Manage larger deal sizes and moderate sales cycle complexity.
• Maintain accurate revenue forecasting and pipeline inspection discipline.
• Partner cross-functionally with CX, Product, and Solutions to ensure alignment on expansion strategy.
• Identify commercial risk signals and proactively mitigate renewal exposure.
• Ensure clean commercial handoffs where role transitions are required.
• Perform other duties and responsibilities as required to support business needs.

What you'll need

• Mastery knowledge of industry best practices and disciplines.
• Considered a subject matter expert within the organization and contributes to the development of new concepts, techniques and standards.
• Develops solutions to highly complex and uniquely challenging situations.
• Assignments require extensive evaluation of alternatives and variables.
• Expected to make improvements to policies and procedures.
• Works independently toward long-range goals and objectives.
• Assignments are often self-initiated using independent judgment and discretion.
• May act as informal team lead and/or coach less experienced team.
• Serves as consultant to management and/or internal/external spokesperson for the organization on major initiatives related to policies, plans and long-range objectives.
• Actions may impact on the organization and its reputation.
• Effects of erroneous decisions may be long-lasting, influence the future course of the organization and/or require the expenditure of extensive additional resources.
• Typical experience: 8+ years in related role or experience, or a comparable mix of training, education, and experience.
• Experience managing Commercial account portfolios with ARR responsibility.
• Demonstrated ability to drive expansion and renewal growth in multi-stakeholder environments.
• Strong negotiation and commercial strategy capability.
• Experience with structured sales methodologies.

Nice to have

• University degree.
• Experience managing multi-product portfolios.
• Experience navigating competitive displacement or pricing negotiations.
• Experience supporting Commercial or mid-market segments.

Details

• Location: Chicago, Illinois; New York, New York; or Remote within the USA.
• Work mode may be office, remote, or hybrid depending on business needs.
• Expected On-Target Earnings (OTE) of $110,000-$135,000, consisting of base salary and variable incentive compensation.
• Standard working hours, with flexibility required to accommodate deadlines or collaboration across time zones.
• Travel may be required depending on business needs.
• Ability to remain stationary for extended periods, frequent computer use, and handling of light materials (typically under 10 pounds).