Director of Strategic Accounts

This is a fully remote position, open to applicants in United Kingdom, +1 more country.

📋 Description

• Lead strategic customer growth across a selection of Onshape's most significant and valuable accounts.

• Foster retention, expansion, and enduring customer success.

• Establish executive-level relationships with leaders in engineering, product development, and operations.

• Increase recurring revenue and promote platform adoption.

• Manage a portfolio of essential enterprise and strategic accounts.

• Formulate and implement multi-year account growth strategies.

• Enhance net revenue retention through upselling, cross-selling, and expansion opportunities.

• Identify new business units, geographic markets, and use cases within client organizations.

• Conduct regular executive business reviews that emphasize value realization and strategic outcomes.

• Position Onshape as an essential platform supporting digital transformation and product development initiatives.

• Meet and surpass annual and quarterly expansion revenue goals.

• Ensure forecasting accuracy and pipeline visibility using Salesforce.

• Create account plans, growth strategies, and opportunity roadmaps.

• Collaborate with Customer Success to optimize adoption and customer outcomes.

• Recognize risks and develop mitigation strategies to safeguard recurring revenue.

• Advocate for customer feedback internally to enhance the customer experience.

• Partner with Technical Services to address complex customer solutions.

• Work with Marketing on account-based programs and customer advocacy initiatives.

• Coordinate with Sales leadership on territory and account planning.

• Mentor junior Account Managers and share best practices.

• Act as a trusted advisor to customers and influence Onshape's growth across EMEA.

⛳️ Requirements

• Exceptional executive presence coupled with outstanding communication skills.

• Strong consultative selling and relationship management abilities.

• Proficiency in navigating complex enterprise organizations.

• Solid forecasting and pipeline management practices.

• Capacity to influence internal and external stakeholders at every level.

• A minimum of 8 years of experience in enterprise account management, strategic sales, customer success, or similar roles.

• Proven history of growing and renewing substantial SaaS or subscription-based accounts.

• Experience in managing intricate, multi-stakeholder enterprise relationships.

• Demonstrated success in meeting expansion revenue and retention objectives.

• Background in CAD, PLM, Product Development, Engineering Software, Manufacturing Technology, or related fields is highly preferred.

• Experience engaging with executive-level buyers and decision-makers.

• Familiarity with Salesforce.

🏝️ Benefits

• Opportunities for exploration, learning, and personal growth.

• Ability to witness ideas come to fruition.

• Celebrating diversity and unique perspectives.

• Chance to help shape the future of cloud-native product development.

• Collaboration with innovative engineering organizations globally.

• Teamwork with talented colleagues across Sales, Customer Success, Product, and Technical Services.

• Direct contribution to customer growth and business success.