Own and grow strategic North American enterprise accounts for a cybersecurity SaaS company. Lead renewals, expansions, complex negotiations, executive relationships, forecasting, account planning, and churn mitigation. Partner with Customer Success, Solutions Engineering, Product, Support, and Marketing to increase retention and customer value. The role requires cybersecurity experience, enterprise B2B SaaS account management, C-level selling, Salesforce proficiency, and approximately 20% travel.
Description
We’re looking for a seasoned Account Management Director to own and grow IONIX’s most strategic enterprise relationships in North America. You’ll be the executive-level commercial owner for a portfolio of high-value accounts, leading complex renewals and expansions and negotiating directly with CISOs, CIOs, CFOs, and procurement leaders.
This is a senior, quota-carrying role with direct impact on North American Net Dollar Retention (NDR). You’ll partner closely with Customer Success, Solutions Engineering, and leadership to turn customer value into long-term, multi-year growth. You’ll also help shape how IONIX approaches account management as we scale in the US.
IONIX External Exposure Management protects enterprises’ external attack surface from cyber risk and makes security teams more efficient by shortening the time to discover, validate, and prioritize exposures. IONIX reduces the exploitable attack surface by uncovering every internet-facing asset, analyzing dependencies, and validating real, exploitable risks, so security teams can focus on what matters. Global leaders including BlackRock, Infosys, Sompo, The Telegraph, and E.ON rely on IONIX to proactively manage their dynamic and complex attack surfaces.
ResponsibilitiesExecutive Relationships & Negotiation
- Build trusted, executive-level relationships with CISOs, CIOs, and other C-suite and VP stakeholders across your portfolio.
- Lead complex commercial negotiations, including multi-year renewals, pricing and packaging, and enterprise agreements, through procurement, legal, and finance.
- Position IONIX as a strategic partner in customers’ security programs, aligned to their business risk, regulatory, and board-level priorities.
Portfolio Ownership & Growth
- Own renewals and expansions for a portfolio of strategic North American enterprise accounts, with full accountability for retention and growth targets.
- Identify and close upsell and cross-sell opportunities, including new business units, subsidiaries, and additional IONIX products.
- Develop and execute account plans that grow wallet share and expand footprint through multi-threading across security, IT, risk, and procurement.
Account Strategy & Execution
- Lead account mapping and opportunity planning, and use structured qualification (e.g., MEDDPICC) to drive predictable outcomes.
- Run executive business reviews (EBRs/QBRs) that quantify value delivered and influence customers’ strategic roadmaps.
- Partner with Customer Success on adoption, value realization, and proactive risk mitigation.
- Maintain deep expertise in the IONIX platform, the competitive landscape, and US cybersecurity trends and regulations (e.g., SEC cyber disclosure rules, NIST CSF, CTEM).
Operational Excellence & Leadership
- Deliver accurate, disciplined forecasting of renewals and expansions in Salesforce.
- Spot churn and contraction risk early and lead cross-functional save plans.
- Act as the voice of the North American customer to Product, Support, and Marketing.
- Contribute to account management playbooks, pricing strategy, and best practices as the team grows.
- 8+ years of enterprise account management, strategic account, or customer growth experience in B2B SaaS, with a consistent record of exceeding renewal and expansion quotas.
- Mandatory: cybersecurity experience (selling, managing, or supporting security solutions).
- Proven success negotiating and closing complex, high-value deals (six- and seven-figure, multi-year) directly with C-level executives.
- Experience managing Fortune 1,000 or large enterprise accounts in North America, including navigating enterprise procurement, legal, and security review processes.
- Strong executive presence, with excellent communication, presentation, and storytelling skills.
- Strong commercial acumen: comfortable with pricing, deal structuring, and building business cases.
- Highly organized and data-driven, with strong forecasting discipline and Salesforce proficiency.
- Startup mindset: ownership, resilience, and comfort building in a scaling environment.
- Ability to travel to customer sites and events as needed (~20%).
Nice to Have
- Experience with exposure management, ASM, CTEM, vulnerability management, or application security.
- Experience selling into financial services, healthcare, or other regulated industries.
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