Director Sales & Account Management, NORAM

Location: Dallas or Remote (West Coast)

About the role

The Director, Sales & Account Management is a strategic commercial leader responsible for driving revenue growth (new sales, upselling and renewals), customer satisfaction, and market expansion across a defined geography for a customer cluster. Success is measured by achieving Annual Contract Value (ACV), Total Revenue, and other key performance indicators such as customer satisfaction (NPS), churn, and deal velocity. The role manages key customer relationships directly while contributing to the broader commercial strategy. The minimum ACV target for this role is 3–10M USD for the Airlines vertical.

This position plays a critical role in shaping and executing the regional sales and account management strategy, aligning with Amadeus' global commercial objectives. The Senior Manager identifies and develops new market segments, leads cross-functional initiatives to enhance customer success, and ensures commercial governance and risk management practices are embedded in all engagements. The role requires strong stakeholder management, including building trusted relationships with C-level executives to influence strategic decisions and long-term partnerships.

Responsibilities

• Sales motion and strategic planning
  • Lead the development of customer segmentation strategy for acquisition of new customers.
  • Drive and schedule all pre-sales efforts for strategic/large customers (demos, PoCs, product development assessments).
  • Articulate the value proposition of Amadeus solutions to potential and existing customers.
  • Coordinate with stakeholders across the Customer Lifecycle (Pre-sales, Customer Success Managers, Product Managers, etc.) to create unique product packages.
  • Initiate and oversee deal management and contracting procedures with precision and efficiency.
  • Prepare, present, and negotiate detailed commercial proposals tailored to customer requirements.
• Existing customers
  • Map white space and expansion potential for geography and customer segment.
  • Support upsell/cross-sell efforts in tandem with Customer Success Manager.
  • Develop account development plans (ADP) that align with Customer Success Plan (CSP).
  • Drive business outcomes for customers and secure long-term commitments and renewals.
• Strategic sales + planning
  • Identify and escalate accounts requiring support from Strategic Sales Advisor and involve the team accordingly.
  • Work with Strategic Sales Advisor to develop customized proposals and negotiations for customers.
  • Act as the executive sponsor and strategic advisor for assigned accounts.
  • Complete win/loss analysis reports to improve future strategy.
• Customer Relationship Management
  • Cultivate and maintain strong, trust-based relationships with customers through strategic planning, interpersonal engagement, and operational execution.
  • Lead the organization’s efforts to sustain and grow relationships with key decision-makers in strategic accounts, ensuring alignment with business goals and customer expectations.
  • Expand the company’s reach by developing rapport with senior customer stakeholders, fostering long-term partnerships and advocacy.
  • Conduct regular business reviews to evaluate account performance, uncover growth opportunities, and share relevant updates, insights, and value-added information.
  • Facilitate workshops and joint planning sessions to co-create solutions, align on priorities, and drive mutual success.
  • Act as the internal voice of the customer, actively supporting Customer Success Managers to promote product adoption, solution usage, and overall customer satisfaction.
• Leadership, Influence, and Strategic Vision
  • Lead and execute the geographic and customer segmentation strategy, mapping it against market requirements.
  • Lead and implement the Sales & Account Management strategy at the regional level.
  • Contribute to sustaining and growing Amadeus’ market share and revenues in the assigned cluster.
  • Identify, share, and reuse functional best practices, experience, and lessons learned within the Sales & Account Executive community.
  • Lead strategic projects.
• Reporting and Communication
  • Continuously develop hard and soft skills, Amadeus product knowledge, and participate in training initiatives.
  • Mentor and guide Sales & Account team members, fostering a culture of excellence, accountability, and continuous improvement in customer engagement practices.
  • Ensure customer issues are escalated and resolved in a timely manner.
  • Update customer account information, ensuring data accuracy and effective use of CRM tools.
  • Organize account strategy meetings and opportunity reviews with internal teams (post-sales, technical support, etc.).
  • Actively share account information with stakeholders in Delivery, Product, Pre-sales, and Customer Success teams.

Requirements

• Sales skills
  • Lead generation
  • Sales strategy and planning
  • Negotiation and closing; experience negotiating in different cultures
  • Proposal and contract management; basic legal and financial understanding
• Account Management
  • Client relationship management up to C-level decision makers
  • Strategic account planning
  • Cross-functional coordination
• Product Knowledge
  • Foundational to advanced expertise in Offer, Order Management, Customer Experience, Digital Experience, NDC, Creation Platform, GDS, Leisure Package Distribution, Rail, Airport, and Payment Services portfolio.
  • Understanding of Amadeus value proposition per vertical.
• Technical and Analytical Skills
  • CRM proficiency
  • Data-driven mindset and decision making
  • Understanding of customers’ end-to-end business and IT environment (tech-stack) per vertical
  • Storytelling and presentation skills

Benefits

• Competitive remuneration, individual and company annual bonus.
• Vacation and holiday paid time off.
• Health insurance and other competitive benefits.
• Hybrid working model.
• Professional development opportunities through online learning hubs with technical and soft skills training.
• Diverse and inclusive workplace within a global travel technology company.
• A critical mission and purpose impacting millions of travelers worldwide.
• Global DNA with opportunities to learn through on-the-job training, formal learning activities, and interactions with colleagues.
• A caring environment that nurtures both career and personal/family life.
• Complete rewards offer including salary, bonus, equity, and benefits.
• Commitment to leveraging a diverse and inclusive population to drive innovation, creativity, and collaboration.
• Trust and reliability as fundamental values shaping long-lasting relationships.