Senior Director, Research Account Management

About the role

The Senior Director, Research Account Management, will lead a team of Account Managers responsible for driving retention and growth across a $60M+ renewal pool for EAB’s Research programs. This leader will oversee renewal and expansion strategy, coach the team on complex partner engagement and negotiations, and directly support the most strategic, complex, or at-risk partnerships.

Responsibilities

• Revenue & Pipeline Management
• Responsible for a business line/team renewal pool of $60M+ on an annual basis, including understanding partner decision processes, budgeting cycles, renewal timing, contracting dynamics, oversight for renewal KPIs, revenue projections, pacing, and goal attainment.
• Maintain a current view of top renewal risks and opportunities across the team portfolio, including top contracts, partner dynamics, decision risks, weak spots, growth opportunities, and where leadership attention is needed.
• Use Salesforce and other data sources to run monthly and quarterly pacing, risk/opportunity reviews, revenue projections, and goal tracking; translate reporting into prioritized action for the team.
• Generate ideas and lead save, renewal, and growth plays that improve renewal rate performance beyond current goals.
• Manage team against Salesforce and other data tracking and reporting expectations, ensuring high-quality and timely compliance.
• Skilled Negotiation
• Lead complex and sensitive negotiations, challenging renewal discussions, and creative contracting; coach and upskill the team in this area.
• Support Account Managers in developing value-based renewal narratives, escalation strategies, and save plans that go beyond discounting when partners question value or face budget pressure.
• Partner Knowledge, Portfolio Command & Engagement
• Conduct consultative one-on-one presentations to educate partners on EAB services, acting as an escalation point for the team as needed.
• Manage team against developing a deep knowledge of partner priorities at the institutional level as well as by partnership program, and mapping to effective commercial value narratives.
• Understand partner internal politics and key influencers; coach Account Managers on how to navigate complex partner dynamics.
• Data-Driven Prioritization & Operating Cadence
• Build and maintain repeatable operating rhythms for the team, such as renewal reviews, large-contract reviews, account-planning sessions, top-risk/top-opportunity trackers, and 30/60/90 follow-up plans.
• Use partner and portfolio signals - including utilization, impact evidence, diagnostic calls, APRs or success plans, executive/persona engagement, and decision risk - to determine where the team should spend time and where leadership should intervene.
• Develop or refine best practices, scripting, collateral, templates, and accountability flows that improve consistency, follow-through, and service quality across the team.
• Communicate business priorities, tradeoffs, and next steps clearly through crisp team updates, leadership pre-wires, and action-oriented meetings.
• Market Intelligence
• Monitor and communicate partner and market interests and trends across programs to Sales, Product, Research, Success delivery teams, and Commercial leadership on a regular and ongoing basis.
• Synthesize patterns in win/loss themes, partner feedback, value objections, and market needs; translates patterns into recommendations for product, service, messaging, and go-to-market improvements.
• Drive product and service strategy by acting as a voice of the market and thought partner to broader leadership.
• Industry and Content Knowledge
• External: Develop a deep understanding of key industry and segment issues and challenges; understand EAB’s point of view on industry issues.
• Internal: Develop deep knowledge of EAB programs and offerings; support the team in developing the voice of the market for EAB and other key internal stakeholders; help develop best practices, scripting, and collateral to improve overall service delivery.
• Internal Collaboration
• Partner with Sales, Product, Research, and Success delivery teams to drive value, impact, and renewals while innovating as necessary to help grow the business.
• Lead outcomes through influence across shared-ownership workstreams, resolving ambiguity, aligning stakeholders around common plays, and ensuring cross-functional follow-through without relying solely on formal authority.
• Leadership & Management
• Manage a team of Account Managers, driving excellence in service and impact delivery and renewal/commercial outcomes.
• Support staffing, coverage, onboarding, transition planning, and portfolio deployment decisions; match staff strengths and development needs to portfolio and business priorities.
• Coach Account Managers in live business situations, including preparation for difficult partner conversations, role-play, post-call coaching, feedback, measurable development goals, and stretch opportunities.
• Cook with Account Management leadership and Sales leadership on broader revenue and go-to-market strategy.

Qualifications

• Bachelor’s Degree from an accredited College/University.
• Minimum of 8-10+ years of post-graduate professional experience.
• Experience in Sales, Account Management, Partner Success, and/or an equivalent role, including a revenue quota and proven record of success.
• Ability to communicate effectively, both orally and in writing, with senior executives.
• Proven ability to meet monthly, quarterly, and annual financial goals.
• Proven staff management and coaching experience.
• Proven negotiation skills and ability to coach others through complex renewal, value, or contracting conversations.
• Experience building relationships internally and externally, and ability to collaborate effectively and manage multiple clients.
• Willingness to travel up to 20%, with a virtual partner-facing expectation of up to 70%.
• Valid driver’s license.
• Experience with at least one of the following:
• Client management
• Delivering client presentations and facilitating discussion
• Teaching and/or breaking down complex or abstract ideas into simpler concepts

Benefits

Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include:

• Medical, dental, and vision insurance plans; dependents and domestic partners eligible
• 20+ days of PTO annually, in addition to paid firm and floating holidays
• Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each)
• 401(k) retirement savings plan with annual discretionary company matching contribution
• Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans
• Employee assistance program with counseling services and resources available to all employees and immediate family
• Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation
• Fertility treatment coverage and adoption or surrogacy assistance
• Paid parental leave with phase back to work program for birthing and non-birthing parents
• Access to milk shipping service to support nursing employees during business travel
• Discounted pet health insurance coverage for dog and cat family members
• Company-provided life, AD&D, and disability insurance
• Financial wellness resources and membership in a robust employee discount program
• Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities

Pay

The anticipated starting salary (base) range for this role is $85,000 - $116,500 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role.

Schedule

This position may be based in Washington, DC; exceptional candidates based remotely within the continental United States are also encouraged to apply.