Own enterprise sales across a designated territory, focusing on new business acquisition, complex deal development, and account expansion. Responsibilities include prospecting, managing full sales cycles, building executive and cross-functional relationships, developing strategic account plans, identifying upsell and cross-sell opportunities, reducing customer risk, and partnering internally to deliver tailored solutions. This is a remote outside-sales role requiring travel to client meetings as needed.
We are looking for a commercially driven Account Director who thrives on winning new business. In this role, you will open doors, navigate complex organizations, and build long-term customer relationships that create meaningful growth.
The ideal candidate combines a new-business mindset with strategic account growth skills. You will be equally comfortable prospecting into new organizations, developing complex opportunities, and expanding relationships within established key accounts. There are two openings: one covering the Northeast, and one covering the West Coast or North Carolina. This is a remote, outside sales role. No office visits are required, but you will travel to meet clients in person within your territory as needed.
Key Responsibilities
- Identify, develop, and close new business opportunities
- Build relationships with security, investigation, procurement, and executive stakeholders
- Develop and execute strategic account plans for Key Accounts, identifying whitespace and new use cases
- Build multi-threaded relationships across complex organizations, including with senior executives
- Drive expansion, upsell, and cross-sell within existing accounts while strengthening long-term relationships
- Proactively identify customer risk and reinforce the business value and impact of our solutions
- Manage the full sales cycle from prospecting and discovery through negotiation and close (typical deal cycles of 4-8 months)
- Partner with internal teams to develop tailored solutions and progress complex opportunities
- Maintain accurate territory and account plans balancing new-logo pipeline, retention, and expansion
Requirements
- Proven success driving new business development with a "land and expand" strategy
- Demonstrated ability to prospect, develop, and close new enterprise business
- Experience managing and growing accounts within large, complex organizations
- Strong track record of identifying whitespace and expansion opportunities across teams, business units, and use cases
- Based in the Northeast, West Coast, or North Carolina, and able to travel to client meetings within your territory as needed
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