Director, Account Development – Americas

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

📋 Description

• Oversee and mentor six Account Development Representatives (ADRs) across both North America and Latin America through weekly one-on-one meetings, call and email evaluations, and enablement sessions.

• Take ownership of the creation of qualified pipelines and contribute to achieving closed-won revenue targets.

• Define, monitor, and advocate for conversion rates throughout the sales funnel.

• Collaborate with Growth Marketing to develop sequences, talk tracks, objection handling strategies, and messaging tailored to different personas.

• Design and evaluate AI agents and automation tools for account research, prioritization, personalization, call coaching, and follow-up processes.

• Partner with Marketing Operations, Demand Generation, Account-Based Marketing, and Revenue Operations on routing, scoring, data quality, sequencing, dashboards, and integrations.

• Shape the design of campaigns, lead handoff processes, response SLAs, and follow-up standards in cooperation with Growth Marketing.

• Align account planning, territory coverage, and the quality of handoffs with the Americas Sales leadership team.

• Execute capacity and activity modeling, conduct monthly conversion reviews, and formulate quarterly capacity plans.

• Experiment with channels, cadences, messaging, and segments, scaling data-driven strategies.

• Recruit, onboard, and train ADR talent effectively.

• Facilitate career advancement pathways from ADR roles to Account Executive, marketing, and customer positions.

• Adjust coverage strategies for North America and Latin America while ensuring consistent quality standards.

⛳️ Requirements

• Minimum of 8 years of experience in account development, sales development, or inside sales.

• At least 3 years of experience in a leadership role.

• Strong preference for candidates with experience managing a distributed team across North America and Latin America.

• Proven track record of meeting pipeline targets in the B2B enterprise SaaS sector.

• Demonstrated experience with team performance metrics including attainment, conversion improvements, ramp time, and retention rates.

• Proficient in Salesforce reporting, dashboards, and spreadsheets.

• Hands-on experience integrating AI agents into a go-to-market strategy.

• Working knowledge of CRM systems, marketing automation, sales engagement tools, intent and account intelligence, conversation intelligence, and data enrichment technologies.

• Experience in building or reconstructing a top-of-funnel operating system, including defining SLAs, playbooks, QA processes, enablement strategies, and team rhythms.

• Possess executive credibility with CFOs, CPOs, and supply chain leaders within Fortune 1000 and enterprise accounts.

• Excellent written and spoken English communication skills.

• Proficiency in Spanish or Portuguese is an advantage.

• Experience in procurement, finance, supply chain, or spend management software is a bonus.

• Bachelor’s degree or equivalent practical experience is required.

• Willingness to learn about the procurement, finance, supply chain, or spend management sectors.

🏝️ Benefits

• Two company-wide paid wellness days off each year.

• Paid day off on your birthday or another day within your birthday month.

• 40 hours of paid volunteer time off annually.

• Access to a free, confidential, 24/7/365 Employee Assistance Program for counseling and resources.

• Business travel protection through Zurich Travel Assist.

• Monetary referral bonuses for successful referrals.

• Comprehensive medical and dental insurance specific to your location.

• Retirement or pension plans tailored to your location.

• Location-specific life or accident protection.