Senior Account Director – In-Account Growth

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

📋 Description

• Manage relationships and growth within a portfolio of both existing and newly acquired clients.

• Achieve over $7M in sales during the first year by expanding into various departments, business units, and service lines.

• Recognize clients' upcoming challenges and construct a compelling business case for addressing them.

• Oversee the complete sales process: discovery, qualification, solution formulation, proposal creation, negotiation, and closure.

• Structure pricing for engagements based on outcomes and overall impact.

• Keep an accurate Salesforce pipeline and sales forecast.

• Collaborate with solution architects, strategists, and delivery leads to define ambitious, realistic, and profitable projects.

• Establish pricing for custom engagements, including outcome-oriented and roadmap-driven models.

• Draft and present proposals and Statements of Work (SOWs).

• Manage procurement, legal, security assessments, and compliance inquiries.

• Foster relationships with C-suite executives as well as marketing and technology teams.

• Convert AI, data, and platform capabilities into tangible business results.

• Lead account relationship discussions and support active project teams.

• Monitor client satisfaction, identify potential issues early, and discover new opportunities.

• Take ownership of escalations, guiding clients and internal teams towards successful outcomes.

• Highlight client successes internally and assist the marketing team in creating case studies.

• Collaborate with platform and technology partners at the executive level to co-sell.

• Represent the company at industry events, conferences, and panels focused on AI and digital transformation.

• Report directly to the SVP of Account Management.

⛳️ Requirements

• 10+ years of experience in selling and expanding accounts at a technical or product-driven agency, systems integrator, or technology consultancy.

• Demonstrated success in managing client portfolios exceeding $7M annually and growing them by delving into new business areas.

• Experience in defining and pricing custom engagements in collaboration with delivery teams, including SOWs, retainers, or outcome-based frameworks.

• Proficiency in DXPs and CMS platforms, cloud solutions, data platforms, integrations, and enterprise AI systems and governance.

• Capacity to interpret technical solutions in straightforward business language.

• Comfort in selling to both marketing and technology leaders.

• Proven ability to influence senior executives through insightful communication, effective writing, and robust negotiation skills.

• Ability to leverage AI as a tool for account research, developing viewpoints, and crafting proposals.

• Experience in selling collaborative work delivered by a team.

• Willingness and capability to travel to client locations, Phase2 gatherings, and events as required, typically up to 25% of the time.

• Preferred: experience in selling AI, data, or platform modernization services into production environments.

• Preferred: background in regulated sectors such as healthcare, life sciences, pharmaceuticals, financial services, or government.

• Preferred: familiarity with HIPAA, FDA, privacy, and security evaluations.

• Preferred: hands-on experience with platforms like Drupal, Optimizely, Adobe Experience Manager, Sitecore, similar DXPs, Epic, or EHR integration.

• Preferred: experience in navigating legacy systems, organizational resistance, and competing priorities.

• Preferred: capability to create urgency and articulate why clients should take immediate action.

• Preferred: established point of view on AI or digital transformation through speaking engagements, writing, or panel participation.

• Preferred: experience in co-selling with platform or cloud partners.

🏝️ Benefits

• Comprehensive benefits package including medical, dental, vision, life and AD&D insurance, disability coverage, and additional benefit options.

• Wellness program that rewards participation.

• 401(k) plan with a 3% employer contribution, no matching required, and 100% vesting after 90 days.

• 16 vacation days, 4 personal days, and 1 volunteer day to begin, with increases based on tenure.

• Up to 12 weeks of fully paid parental leave for birthing parents and up to 6 weeks of fully paid bonding leave, dependent on tenure, including adoption and foster placement.

• Option to extend parental leave through unpaid leave.

• $500 stipend for home office setup.

• Fully remote work environment with a remote-first culture and flexible working conditions.

• Uncapped commission potential, with earnings ranging from $50,000 to $80,000 annually at full quota achievement.