Account Director, Large Enterprise | Retail
Leads strategic sales and successful AI deployments for large retail enterprises across DACH, owning account plans, complex deal strategies, consumption revenue targets, and executive relationships. Requires 10+ years of enterprise SaaS/PaaS sales experience and a strong understanding of retail transformation.
About the job
Responsibilities
- Manage a small number of key retail accounts, developing and executing comprehensive account strategies.
- Lead large enterprise retail customers from consideration through successful deployment.
- Partner with solutions and research engineering teams to build and execute complex customer programs and projects.
- Own a consumption revenue target and forecasts.
- Analyze key account metrics to create reports and provide insights to internal and external stakeholders.
- Monitor the retail landscape across DACH, including customers, competitors, and partners, and contribute to product roadmap and corporate strategies.
- Collaborate with solutions, marketing, communications, business operations, people operations, finance, product management, and engineering.
- Support recruitment and onboarding of teammates.
- Support company culture development.
- Lead high-visibility customer events, including customer advisory boards, conferences, and product launches.
Requirements
- 10+ years selling platform-as-a-service and/or software-as-a-service to large retail, grocery, ecommerce, consumer goods, or CPG organizations across DACH.
- Familiarity with retail industry trends, including AI-assisted customer experience, ecommerce and omnichannel transformation, personalization, store operations, supply chain, merchandising, marketing, and customer service.
- Deep understanding of retail customers’ AI transformation priorities, adoption challenges, and operating realities.
- More than $2M in annual revenue targets achieved for over 3 years.
- Experience designing and executing complex deal strategies.
- Experience supporting the growth of fast-growing, high-performance companies.
- Experience working directly with C-level executives.
- Ability to communicate technical concepts to customers and internal stakeholders.
- Experience gathering, distilling, and processing complex market intelligence.
Nice to Have
- Customer-centric approach and experience serving as a trusted executive advisor.
- Passion for or deep curiosity about artificial intelligence.
- Experience building systems and processes from the ground up.
- Strategic go-to-market planning experience.
- Comfort solving ambiguous, multidimensional problems and experimenting with new solutions.
Skills
Platform As A Service, Software As A Service, Retail, Ecommerce, Artificial Intelligence, Customer Experience, Omnichannel, Supply Chain, Merchandising, Marketing, Sales Forecasting, Account Planning, Deal Strategy, Market Intelligence, Enterprise Sales
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