Key Account Director

About the role

You will operate as a senior, strategic leader responsible for a defined portfolio of enterprise accounts. This role reports into senior sales leadership and partners closely with Product, Consulting, and Executive stakeholders to drive long-term account growth and customer transformation. You will own a portfolio of strategic accounts within North America, with responsibility for multi-year account strategy, executive engagement, and revenue growth across complex, enterprise-level engagements.

Key Responsibilities

• Strategy & Account Planning - Develop and continuously adapt a multi-year strategic account plan—spanning both strategic and tactical planning—that meets or exceeds customer objectives and sales goals.
• Relationships & Executive Engagement - Serve as the primary executive sponsor for assigned accounts, owning senior stakeholder engagement and overall account health. Build and deepen C-suite relationships, establishing trusted advisor status and influencing strategic decision-making. Orchestrate cross-functional engagement across Sales, Product, Consulting, and Support to deliver measurable customer outcomes.
• Growth & Sales Execution - Identify, build, and manage a robust pipeline of high-value expansion opportunities across assigned enterprise accounts, applying a "hunter" mentality. Lead complex, multi-threaded deal cycles from discovery through close, including solution positioning, commercial structuring, and negotiation. Deliver disciplined, accurate forecasting with full visibility into pipeline health, risks, and growth opportunities. Collaborate internally on pricing strategies and implementation plans to ensure customer success.
• Governance & Customer Success - Lead executive governance, including Quarterly Business Reviews, to track aligned initiatives and drive accountability, value realization, and forward planning. Own critical escalations, driving them to resolution while strengthening customer satisfaction and long-term partnership outcomes.
• Operations & Development - Conduct regular progress meetings with key account sales teams and management to ensure alignment and accountability. Pursue ongoing professional development to continually enhance skills and knowledge.

Required Experience & Qualifications

• 10+ years of enterprise, quota-carrying software sales experience, with a demonstrated track record of selling complex, multi-threaded solutions into multi-billion-dollar organizations and closing $1M+ ACV, transformation-led deals.
• Deep experience selling ERP or similarly complex enterprise platforms, with the ability to navigate highly technical, multi-stakeholder environments.
• Proven success leading multi-year, strategic transformation engagements within Fortune 500 or equivalent global organizations.
• Expertise in defining and executing strategic account plans, including orchestrating cross-functional resources and aligning to long-term customer value creation.
• Established executive presence with a demonstrated ability to engage, influence, and build credibility with C-suite and senior leadership stakeholders.
• Advanced proficiency in value-based selling methodologies (e.g., MEDDICC, Command of the Message), with a focus on driving business outcomes and ROI-led conversations.
• Deep business acumen, with the ability to align complex solutions to customer strategic priorities, financial outcomes, and enterprise-wide initiatives.