Director, Account Management
Leads an enterprise and strategic account management organization responsible for retention, renewals, expansion, and revenue growth. The role requires 10+ years in SaaS or enterprise revenue leadership, experience managing enterprise-focused teams, and strong operational and forecasting expertise.
About the job
Responsibilities
- Lead a geographically distributed Enterprise and Strategic Account Management sales organization, partnering on prospecting, account planning, pipeline generation within existing customers, and revenue targets.
- Guide full account ownership, including retention, renewal negotiations, expansion opportunities, and deal closure within complex enterprise accounts.
- Develop strategies to demonstrate business value realization to enterprise customers.
- Monitor customer health, identify risks and expansion opportunities, and build executive relationships across accounts.
- Recruit, hire, and develop Enterprise Account Management sales talent.
- Establish coaching frameworks and career development pathways for individual contributors and frontline managers.
- Partner with Sales Operations, Product, Customer Support, and Implementation teams to improve the customer lifecycle and support expansion.
- Bring customer insights to internal teams to influence product development and strengthen the enterprise value proposition.
- Track sales metrics, pipeline generation, and renewal forecasting to improve net revenue retention.
- Serve as a senior escalation point and executive sponsor for strategic accounts.
- Develop scalable sales processes, account-planning models, and operational playbooks.
Requirements
- 10+ years of experience in SaaS sales, enterprise sales leadership, or revenue-focused account leadership.
- 4+ years managing enterprise-focused sellers, account managers, or customer success managers.
- Demonstrated success owning, retaining, and expanding revenue within complex customer segments.
- Strong operational acumen and experience with Salesforce, sales analytics dashboards, and revenue forecasting metrics.
- Experience building scalable account management programs that drive retention, renewal, and significant account expansion.
- Excellent communication and stakeholder-influence skills.
- Proven ability to build and scale quota-carrying teams in fast-growing SaaS environments.
Compensation and Benefits
- On-target earnings: CAD $243,000–$365,000 annually, depending on residence and other factors.
- Total compensation may include restricted stock units (RSUs).
- Benefits include health, pharmacy, optical and dental care, paid time off, sick time off, short- and long-term disability coverage, life insurance, and 401(k) contribution, subject to eligibility requirements.
Skills
SaaS, Enterprise Sales, Account Management, Salesforce, Sales Analytics, Revenue Forecasting, Pipeline Generation, Renewal Management, Customer Success, Account Planning, Sales Operations, Executive Relationship Management
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