Account Director II

Overview

Own, retain and grow large, complex Enterprise and Government accounts, driving significant expansion of ARR and durable NRR performance.

What you'll do

• Own and deliver expansion ARR quota and renewal outcomes within Enterprise and Government accounts.
• Develop and execute strategic, multi-year account plans focused on long-term value expansion.
• Lead advanced discovery across executive, users, procurement, security, and technical stakeholders.
• Navigate regulatory, compliance, and procurement frameworks associated with Enterprise and Government customers.
• Drive complex expansion negotiations with higher average selling prices and extended sales cycles.
• Lead and execute the MEDDPICC sales process throughout an assignment book on Enterprise clients.
• Proactively manage renewal risk and pricing strategy to protect NRR performance.
• Maintain strong forecast accuracy and commercial inspection rigor.
• Partner cross-functionally to align expansion strategy with delivery capacity and portfolio roadmap.
• Lead a team approach of resources and elevate account planning standards.
• Perform other duties and responsibilities as required to support business needs.

What you'll need

• 10+ years in a related role or experience (actual experience may vary depending on role complexity, geography, and internal development opportunities, or a comparable mix of training, education, and experience).
• Significant experience managing Enterprise or Government account portfolios.
• Demonstrated ability to drive complex expansion and renewal outcomes.
• Strong executive presence and strategic negotiation capability.
• Experience navigating procurement and regulatory frameworks.
• Ability to travel when needed for client and internal meetings.

Nice to have

• University degree.
• Experience managing multi-year strategic account plans.
• Experience in regulated industries or public sector environments.
• Advanced training in structured account planning methodologies.

Details

• Location: Remote - USA; United States.
• May be performed in an office, remote, or hybrid work environment, depending on business needs and applicable work arrangements.
• Standard working hours apply, though flexibility may be required to accommodate deadlines or collaboration across time zones.
• Travel may be required depending on business needs.
• Expected On-Target Earnings (OTE) of $140,000-$180,000+, consisting of base salary and variable incentive compensation; top performers may earn above OTE through accelerators and incentive programs.