Account Director, Strategic Accounts West (Farming)

About the role

The Account Director will own and grow a portfolio of existing customer accounts, focusing on expansion, upsell, and long-term value creation. This role involves overcoming churn by helping clients see how the solution solves business issues, building and maintaining relationships across cybersecurity, IT, and procurement stakeholders, and identifying and developing new opportunities within existing accounts through a consultative, insight-driven sales approach.

Responsibilities

• Own and grow a portfolio of existing customer accounts, focusing on expansion, upsell, and long-term value creation
• Overcome churn through helping the client see how the solution is solving business issues
• Build and maintain multi-threaded relationships across cybersecurity, IT, and procurement stakeholders
• Identify and develop new opportunities within existing accounts through a consultative, insight-driven sales approach
• Manage the full sales cycle end-to-end, with typical deal cycles around 6 months
• Partner closely with Sales Engineers and internal teams to deliver tailored solutions and drive deal progression
• Maintain a strong understanding of customer goals and align solutions to their evolving business needs
• Execute account plans that drive retention, growth, and customer satisfaction

Requirements

• Proven success in account management, account growth, or expansion-focused sales roles
• Ability to navigate and influence multiple stakeholders within complex organizations
• Strong consultative selling skills with a focus on relationship-building and value discovery
• Experience managing mid-length sales cycles (4–8 months) and owning deals end-to-end
• Comfort working within a defined territory of existing accounts, with a strategic mindset toward growth
• Experience in cybersecurity, SaaS, or enterprise technology is a plus

Qualifications

• Proven track record of success in sales or account management roles
• Experience in complex, multi-stakeholder environments
• Excellent communication and interpersonal skills
• Ability to manage multiple priorities and deadlines
• Passion for cybersecurity and intelligence

Skills

• Strategic thinking and problem-solving
• Consultative selling techniques
• Relationship management
• Customer service orientation
• Technical acumen (cybersecurity, SaaS, or enterprise technology)

Benefits

• Competitive base salary range of $123,000 - $184,000
• Annual incentive compensation
• Equity
• Medical, dental, vision, life insurance
• 401(k) plan

Pay

• Base salary range: $123,000 - $184,000

Schedule

• Full-time position