Account Director

This is a fully remote position, open to applicants in United States.

📋 Description

• Act as the primary account manager and main contact for 7–15 key accounts, generating approximately $3M in revenue.

• Recognize and secure opportunities for expansion, upgrades, and renewals.

• Implement strategies for account retention and growth.

• Integrate Onomi into centers of excellence and delivery teams.

• Create operational procedures, oversee implementations, and manage key integrations.

• Encourage adoption through workshops and webinars.

• Engage with and certify partners.

• Foster relationships with stakeholders, champions, economic buyers, and executive contacts within accounts.

• Illustrate value in terms of absolute ROI and ensure customer involvement in advisory boards and industry events.

• Conduct research, mapping, and planning for accounts, which includes organizational design, strategic priorities, share of wallet, vendors, integrations, usage, investments, budgets, partners, and pricing benchmarks.

• Manage first-line compliance, administrative, and product inquiries for accounts.

• Document sales activities through CRM updates, sales forecasts, and pipeline calls.

• Participate in industry events, represent the company at trade show booths, and accompany leadership at congresses.

• Master sales strategies, processes, and systems while managing sales lifecycles independently.

• Close deals, identify opportunities for expansion, conduct account research, and implement renewal strategies.

• Achieve a cumulative 20% year-over-year growth in portfolio revenue through service and/or software expansion.

⛳️ Requirements

• Proven experience in technology and services sales.

• Self-motivated, resilient attitude, positive energy, and strong business acumen.

• Background as a genuine account leader in B2B SaaS or services/consulting sectors.

• Experience managing significant accounts ($200K-$2M) within large organizations (>500 employees) over time.

• Ability to comprehend decision-making processes and buying centers, nurturing relationships with key stakeholders.

• Experience selling to or leading accounts in pharmaceuticals, financial services, professional services, or technology.

• Proven track record of working with demanding clients.

• Ability to identify pain points, formulate business cases, and guide customers toward actionable solutions.

• Expertise in pharma HCP engagement is advantageous but not mandatory.

• Capability to independently generate a sales pipeline and work autonomously.

• Strong negotiation, commercial, numerical, and business case development skills.

• Adept at understanding customer organizations, decision-making processes, friction points, and fundamental needs.

• Sufficient product knowledge to address challenging inquiries and shape effective solutions.

• Open to constructive feedback and coaching.

• Proficient in Salesforce, Google Suite, PowerPoint, and Fathom.

• Willingness to travel for live industry events, tradeshows, congresses, and customer meetings.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Opportunities for professional development and career advancement.

• Flexible working arrangements and a supportive team environment.

• Access to industry-leading tools and technologies.