In-Account Business Development Director (Senior Account Director)

Phase2 is a digital agency passionate about customer experience, grounded in data & insights, and rooted in more than two decades of successful technology delivery. They are seeking a Senior Account Director to drive consultative growth across a portfolio of clients, leading enterprise-scale digital and AI-enabled transformation initiatives.

Responsibilities:

• Generate a robust pipeline that leads to closing $7M+ in new revenue within 12 months across an existing portfolio and newly signed clients
• Proactively identify areas of opportunity within accounts, lead the complete sales cycle from discovery and rigorous qualification through to pitch, strategic pricing, proposal, negotiation, and close
• Maintain clean, accurate forecasting and pipeline hygiene in Salesforce
• Shape deal strategy, pricing, and scope for high-value digital and AI engagements
• Navigate objections, procurement hurdles, and ambiguity with confidence
• Translate AI and digital capabilities into measurable business impact using value-selling methodologies
• A thought leader who guides clients through practical AI integration across marketing, content, IT, and digital operations
• Position AI, digital experience, and modernization as business imperatives
• Build compelling value narratives tied to ROI, risk reduction, speed, and competitive advantage
• Translate complex technology concepts into clear executive-level business cases
• Build deep relationships with Senior and C-Suite stakeholders within accounts
• Serve as a primary point of escalation, balancing client needs with internal delivery realities
• Partner closely with delivery, strategy, and leadership teams to ensure successful outcomes
• Represent Phase2 at industry events and maintain an active, credible thought leadership presence
• Travel to client sites, internal offices, or industry events as needed (typically up to 20%)
• Collaborate with cross-functional teams to shape and deliver solutions that drive measurable value
• Champion client successes internally by ensuring visibility across teams and leadership
• Support marketing in developing case studies and thought leadership, highlighting client impact
• Maintain strong leadership presence within accounts by positioning forward-looking, strategic work that aligns with where the market is headed
• Collaborate with platform and technology partners to identify and pursue co-selling opportunities
• Contribute to a culture of performance, knowledge-sharing, and sales excellence

Requirements:

• This role requires real consultative digital sales experience
• 10+ years in client-facing sales roles at a digital agency, consultancy, or transformation-led firm
• Proven success in selling complex digital services or solutions
• Success in overseeing client portfolios contributing $7–10 million in revenue annually
• Ability to generate $7M+ in sales, including expansions and renewals, within the assigned portfolio within 12 months
• Strong understanding of digital experience, platforms, and AI-enabled solutions
• Comfort operating in ambiguity and shaping solutions collaboratively with clients
• Experience influencing senior executives through insight
• Experience navigating legacy systems, organizational resistance, and competing priorities
• Ability to clearly generate buyer demand and articulate why clients need to act now
• Demonstrated use of AI in your own workflow and client conversations
• Experience in regulated industries (e.g., healthcare, pharma, wellness, financial services)
• Familiarity with platforms like Drupal, Acquia, Adobe Experience Cloud, Optimizely, or similar DXPs
• Demonstrated thought leadership (e.g., panels, blog posts, speaking engagements) in AI or digital transformation