Account Director

Essential Duties And Responsibilities

• Build and maintain strong relationships with key decision-makers within your assigned portfolio of clients, acting as their day-to-day point of contact at Waystone.
• Proactively identify cross-sell and upsell opportunities and map whitespace through the development of account plans across your client portfolio.
• Triage each opportunity to determine whether it can be run directly, requires support from a specialist team, or should be passed to New Logo Business Development or Key Account Management to run a competitive process.
• Raise client-facing discussions to scope out opportunities identified within your portfolio, prepare proposals for the client, negotiate fees and services, and follow Waystone sales process, with support from Sales Operations as needed.
• Maintain regular contact with your client portfolio, including periodic check-ins, to stay close to their evolving needs. Through this ongoing engagement, identify further opportunities for medium and long-term growth and document client strategy as part of a detailed account plan. Where appropriate, bring in the relevant members of the Commercial Team to help execute the strategy.
• Collaborate with the Commercial Team: Work closely with New Logo Business Development, Key Account Management, and the Global Head of Client Engagement to ensure opportunities are routed to the right team and that your outreach is aligned with priority accounts and services.
• Stay updated on industry trends, regulatory changes, and competitor activities to inform client conversations and identify relevant opportunities.
• Provide regular updates on account activities, revenue contributions, and client feedback to the Global Head of Client Engagement, using established methodologies for comprehensive reporting.

Experience And Abilities

• Client Relationship & Commercial Experience: Proven experience in relationship management, account management, or client-facing commercial roles within financial services, with a track record of sourcing and executing new business opportunities from existing clients.
• Industry Knowledge: Preferred but not essential, a good understanding of the asset management industry, including market trends, regulatory environment, and competitive landscape, is helpful for effectively positioning Waystone's services and identifying relevant opportunities for clients.
• Ability to quickly learn the Waystone products and services: An understanding of the global suite of Waystone services to identify relevant cross-sell and upsell opportunities for your client portfolio is critical to being effective in the role.
• Understanding of Sales systems and processes: A good understanding of Waystone's systems and processes, including Salesforce, Ebstas and Altify to support the oversight of assigned client portfolio and execution of identified opportunities.
• Communication and Negotiation Skills: Excellent communication, presentation, and negotiation skills, both written and verbal, to effectively engage with the Stakeholders and clients.
• Ethical Conduct: Upholding high ethical standards in all interactions, reinforcing Waystone's reputation as a trustworthy partner in the industry.

Compensation & Benefits

• Competitive compensation package including quarterly commission with an OTE in the region of $250,000 - $300,000
• Generous Paid Time Off and Paid Holidays
• Comprehensive health benefits package (medical, HSA/FSA, dental, vision and more) with no waiting period
• Matching 401(k) plan with Retirement Planning Tools and no waiting period
• Employer paid voluntary supplemental LTD/Life/AD&D
• Paid Family Leave includes maternity and paternity
• Financial professional development support
• Referral Bonus Program