Own and deliver expansion ARR quota and renewal outcomes within Enterprise and Government accounts.
Develop and execute strategic, multi-year account plans focused on long-term value expansion.
Lead advanced discovery across executive, users, procurement, security, and technical stakeholders.
Navigate regulatory, compliance, and procurement frameworks associated with Enterprise and Government customers.
Drive complex expansion negotiations with higher average selling prices and extended sales cycles.
Lead and execute the Meddpicc sales process throughout an assignment book on Enterprise clients.
Proactively manage renewal risk and pricing strategy to protect NRR performance.
Maintain strong forecast accuracy and commercial inspection rigor.
Partner cross-functionally to align expansion strategy with delivery capacity and portfolio roadmap.
Lead a team approach of resources and elevate account planning standards.

Typical experience: 10+ years in a 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.
Significant experience managing Enterprise or Government account portfolios.
Demonstrated ability to drive complex expansion and renewal outcomes.
Strong executive presence and strategic negotiation capability.
Experience navigating procurement and regulatory frameworks.
Ability to travel when needed for client and internal meetings.
University degree preferred.
Experience managing multi-year strategic account plans.
Experience in regulated industries or public sector environments.
Advanced training in structured account planning methodologies.

Enterprise Account Director

Key skills