Enterprise Account Director
Own account strategy, health, and expansion for a book of ~20 strategic enterprise customers. Drive renewals, expansions, and cross-sells while partnering with Automation Engineering to maximize customer value.
What you’ll be doing
The Enterprise Account Director will be the owner of the account strategy, health and expansion plan. You will own:
Account Planning
- Own the strategy for each account including current health status, path to next stage, whitespace mapping, and expansion potential
- Work with department leads to identify blockers, reengage users for the Growth Automation Engineer to help drive utilization
- Surface new functional use cases and opportunities for growth
- Evaluate how to more deeply engage with customers including a strategy for what can be automated and what should remain human
Commercial Strategy & Execution
- Own the renewal, expansion strategy and execution for your book of accounts
- Accurately forecast retention and expansion on a weekly basis for the month and next two quarters
Executive QBRs
- Drive alignment with leadership on ROI
- Consistently realign on their top initiatives and how they translate to Parabola mandates
New Function Expansion
- Leverage your whitespacing map to break into new functions and teams
- Cross-sell to new teams within our book of business by leading dialed discovery calls and demos with key stakeholders and end users
- Pitch relevant use cases that drive quantifiable business outcomes to drive expansion
- Lead intro calls and hand off scoping and co-building to Automation Engineering
Partnership with Automation Engineering
- Nurture an effective partnership with Automation Engineering counterparts
- Automation Engineering owns the hands-on-keyboard work (office hours, build support, new product release introductions)
Voice of the Customer
- Represent strategic customer needs and product requirements to product and engineering teams
What we think you'll need to do it
- 5+ years of SaaS closing experience working as an Account Executive or Account Manager focused on retention & expansion, ideally in a fast-growing SaaS startup or modern tech company
- Experience managing a high touch book of business of ~10-25 value accounts and skilled in navigating and closing complex, consultative renewals, upsells and cross-sells from prospecting to close
- Fast learner who excels in environments with ambiguous, challenging problems
- Experience learning new tools, processes and building things from scratch
- Excited to work out of our NYC or San Francisco office 3-4 days a week
- Commercially skilled, customer obsessed
- Cross-functional champion
- Growth mindset with self-awareness and fast, self-motivated learning
- Product pro who strives to be an expert in the product and solving customer problems
- Pride in craft with strong organization, thoughtfulness, and work ethic
- Ability to build customer trust; customers describe you as an extension of their team
Compensation & Benefits
- OTE Range: $225K-$285K
- Equity
- Premium health and wellness benefits
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