Director, Account Management (Finance)

We are seeking a dynamic and experienced Director of Account Management to lead a high-performing team and cultivate our most valuable client relationships. As a Director Account Management, you will serve as a critical leader within our sales organization, responsible for nurturing and expanding our most strategic customer relationships. This role demands a blend of sophisticated client relationship management, strategic business acumen, and inspirational team leadership. You will be instrumental in driving customer success, leading a team of account managers, and achieving ambitious revenue growth and retention targets. The ideal candidate is a proactive, consultative partner to our clients and a dedicated mentor to their team, capable of navigating complex negotiations and fostering a culture of performance excellence.

What you'll do

Strategic Account Management & Client Partnership

• Develop and execute strategic account plans to achieve and exceed revenue targets, fostering long-term, mutually beneficial partnerships with our key clients, aligning customer business objectives with our products and solutions to drive profitable growth and deliver meaningful value.
• Foster and maintain deep customer and partner trust, expanding the ways in which clients rely on you and the company as a trusted advisor.
• Engage with clients on a consultative basis to intimately learn their business, anticipate future needs, and proactively identify opportunities to enhance their success through our services.
• Develop strong, lasting relationships with client economic buyers, key decision-makers, and key influencers across all levels of their organization.
• Lead and conduct regular, high-impact business reviews with clients to assess satisfaction, address concerns, and reinforce the value of our partnership.

Revenue Growth & Commercial Execution

• Grow customer and partner revenue by leading efforts to identify opportunities for cross-sell and upsell, driving the adoption of new products and services within your portfolio.
• Negotiate and deliver complex, multi-year renewals, ensuring the terms maximize value for both the company and the customer while maintaining strong, long-term relationships.
• Drive strong pipeline execution by identifying, developing, managing, and closing opportunities, demonstrating clear visibility to leadership through meticulous Salesforce hygiene.
• Understand and manage the current revenue plan, providing accurate forecasts and insightful reports to leadership that highlight key achievements, challenges, and risk mitigation strategies.

Team Leadership & Mentorship

• Lead, manage, and mentor a team of enterprise account managers, providing consistent performance management, mentorship, and hands-on coaching to ensure team and individual success.
• Ensure the overall success of the team in meeting and exceeding sales quotas and retention targets, while fostering a culture of accountability, collaboration, and performance excellence.

Cross-Functional Collaboration

• Collaborate effectively across internal teams-including Marketing, Sales, Product, and Customer Success-to ensure a seamless customer experience across the entire lifecycle.
• Leverage internal resources strategically and efficiently to move opportunities forward, resolve client challenges, and maintain high levels of customer satisfaction.
• Serve as a key voice of the customer, driving product feedback and ensuring our solutions continue to meet evolving customer needs.

What experience you need

• Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
• 7+ years of proven experience in account management, sales, or a similar client-facing role, with a demonstrated history of managing large, complex enterprise accounts.
• A strong, quantifiable track record of exceeding sales targets, driving revenue growth (upsell/cross-sell), and high customer retention.
• 3+ years of formal leadership experience, including direct team management, mentorship, and performance coaching.
• Excellent organizational and time management skills, with the ability to prioritize critical tasks and manage multiple complex projects simultaneously.
• Willingness to travel as needed to meet with clients, partners, and attend industry events.

What could set you apart

• Strategic & Consultative Mindset: A proven ability to think strategically, analyze complex situations, and develop actionable insights that drive significant business outcomes for clients.
• Leadership & Influence: Exceptional leadership skills with a demonstrated ability to mentor, coach, and motivate a team to achieve peak performance. Strong negotiation and influencing skills are essential.
• We are looking for a hands-on leader who wants to guide a team while staying active in the field. This is a classic "player-coach" position where you will not only be responsible for the success and development of your team of Account Managers but will also personally own a select group of strategic accounts. This unique structure allows you to lead from the front, modeling best practices in account strategy and executive engagement. Your direct client involvement will keep your market knowledge sharp and provide invaluable, real-world insights that will empower and elevate your entire team.
• Communication & Interpersonal Skills: World-class communication skills, with the ability to build and maintain strong relationships with executive-level clients and internal stakeholders.
• Commercial Acumen: Deep experience in enterprise account management or strategic sales, preferably in a B2B SaaS environment, with a strong track record of achieving sales targets.
• Problem-Solving: Proactive and resourceful problem-solving skills, with the ability to anticipate and address client needs and challenges effectively.
• Presentation Skills: Strong presentation and public speaking skills, with the ability to articulate complex ideas and value propositions clearly and persuasively.
• Technical Proficiency: High proficiency in CRM software (Salesforce strongly preferred) and the Microsoft Office Suite.