Director of Account Management

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

📋 Description

• Establish trusted, executive-level connections with CISOs, CIOs, and other C-suite and VP stakeholders throughout the portfolio.

• Spearhead intricate commercial negotiations, encompassing multi-year renewals, pricing and packaging, and enterprise agreements, navigating through procurement, legal, and finance.

• Position IONIX as a key partner in customers’ security initiatives, aligning with business risk, regulatory requirements, and board-level priorities.

• Manage renewals and expansions for a portfolio of strategic North American enterprise accounts, with responsibility for retention and growth objectives.

• Recognize and secure upsell and cross-sell opportunities, including new business units, subsidiaries, and additional IONIX offerings.

• Create and implement account plans to increase wallet share and broaden footprint through multi-threading across security, IT, risk, and procurement.

• Oversee account mapping and opportunity planning, utilizing structured qualification methods such as MEDDPICC.

• Conduct executive business reviews and quarterly business reviews that quantify the value delivered and influence customers’ strategic roadmaps.

• Collaborate with Customer Success on adoption, value realization, and proactive risk mitigation.

• Maintain in-depth knowledge of the IONIX platform, competitive landscape, and US cybersecurity trends and regulations.

• Provide accurate forecasting of renewals and expansions in Salesforce.

• Identify churn and contraction risks early and lead cross-functional save initiatives.

• Represent the North American customer perspective to Product, Support, and Marketing teams.

• Contribute to the development of account management playbooks, pricing strategies, and best practices as the team expands.

⛳️ Requirements

• 8+ years of enterprise account management, strategic account, or customer growth experience in B2B SaaS, consistently surpassing renewal and expansion targets.

• Required: Experience in cybersecurity (selling, managing, or supporting security solutions).

• Demonstrated success in negotiating and closing complex, high-value deals (six- and seven-figure, multi-year) directly with C-level executives.

• Experience managing Fortune 1,000 or large enterprise accounts in North America, including navigating enterprise procurement, legal, and security review processes.

• Strong executive presence, with exceptional communication, presentation, and storytelling abilities.

• Solid commercial acumen: comfortable with pricing, deal structuring, and developing business cases.

• Highly organized and data-driven, with a strong commitment to forecasting discipline and proficiency in Salesforce.

• Startup mindset: ownership, resilience, and adaptability in a scaling environment.

• Willingness to travel to customer sites and events as needed (~20%).

• Preferred: Experience with exposure management, ASM, CTEM, vulnerability management, or application security.

• Preferred: Experience selling into financial services, healthcare, or other regulated sectors.

🏝️ Benefits

• Comprehensive health and wellness programs.

• Competitive salary and performance-based bonuses.

• Opportunities for professional development and career advancement.

• Flexible work arrangements to promote work-life balance.