About the Role:
We are hiring a senior Strategic Account Director 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.