Account Director I

This role is responsible for owning and growing a portfolio of Commercial accounts by driving expansion ARR and durable NRR outcomes. This role leads structured expansion and renewal strategies across moderate-complexity accounts, delivering predictable revenue growth through disciplined account planning, multi-product adoption, and value-based commercial execution.

What You'll Do

• Own and deliver expansion ARR quota and renewal performance within assigned Commercial accounts.
• Develop and execute structured account plans focused on multi-product adoption and wallet-share growth.
• Lead complex discovery and expansion conversations across multi-stakeholder buying groups.
• Drive disciplined renewal strategy, negotiation, and retention execution.
• Manage larger deal sizes and moderate sales cycle complexity.
• Maintain accurate revenue forecasting and pipeline inspection discipline.
• Partner cross-functionally with CX, Product, and Solutions to ensure alignment on expansion strategy.
• Identify commercial risk signals and proactively mitigate renewal exposure.
• Ensure clean commercial handoffs where role transitions are required.
• Perform other duties and responsibilities as required to support business needs.

What You'll Bring

• Mastery knowledge of industry best practices and disciplines. Considered a subject matter expert within the organization and contributes to the development of new concepts, techniques and standards.
• Develops solutions to highly complex and uniquely challenging situations. Assignments require extensive evaluation of alternatives and variables. Expected to make improvements to policies and procedures.
• Works independently toward long-range goals and objectives. Assignments are often self-initiated using independent judgment and discretion. May act as informal team lead and/or coach less experienced team.
• Serves as consultant to management and/or internal/external spokesperson for the organization on major initiatives related to policies, plans and long-range objectives.
• Actions may impact on the organization and its reputation. Effects of erroneous decisions may be long-lasting, influence the future course of the organization and/or require the expenditure of extensive additional resources.

What You'll Offer

• Typical experience: 8+ years in related role or experience.
• Actual experience may vary depending on role complexity, geography, and internal development opportunities or a comparable mix of training, education, and experience.
• Experience managing Commercial account portfolios with ARR responsibility.
• Demonstrated ability to drive expansion and renewal growth in multi-stakeholder environments.
• Strong negotiation and commercial strategy capability.
• Experience with structured sales methodologies.

Preferred Qualifications

Education: University degree preferred.

Experience managing multi-product portfolios.

Experience navigating competitive displacement or pricing negotiations.

Experience supporting Commercial or mid-market segments.

The expected On-Target Earnings (OTE) range for this position is $110,000-$135,000, consisting of base salary and variable incentive compensation. Actual compensation will be determined based on skills, experience, market location, and business needs. Top performers may earn above OTE through accelerators and incentive programs.

Working Conditions & Physical Demands