The Director of Account Management will lead and scale a growing global Account Management team with primary ownership of renewals and expansion revenue.This leader will build a disciplined, data-driven expansion engine that drives Net Revenue Retention and predictable recurring revenue growth.
This is a hands-on revenue leadership role accountable for expansion ARR, renewal outcomes, and forecast accuracy, with a mandate to implement the systems, operating cadence, and coaching needed to build, lead, and grow a high-performing Account Management team.
Duties & Responsibilities
Revenue Growth & Retention
- Own Gross Retention and Net Revenue Retention performance
- Lead renewal strategy and ensure consistent execution across segments and regions. Build structured expansion motions, including account-based plays.
- Establish expansion pipeline discipline: coverage expectations, stage definitions, next steps, & deal inspection
- Identify churn & contraction risk early using usage/adoption signals, support trends, and relationship mapping; drive and implement proactive mitigation plans
- Lead complex renewals and expansion deals directly as needed (commercial strategy, negotiation, executive alignment)
- Team Leadership & Development
- Lead and scale a high performing, global Account Management team
- Set clear performance expectations tied to measurable outcomes (GRR/NRR, renewal rate, expansion ARR, pipeline coverage, and forecast accuracy)
- Coach on executive level commercial conversations and value positioning
- Build compensation and incentive alignment around revenue growth in alignment with Sales Leadership
- Drive a high-accountability culture with transparent scorecards, consistent feedback, and timely performance management.
Operational Excellence
- Implement scalable QBR and strategic account planning frameworks
- Improve CRM hygiene and revenue forecasting rigor
- Develop segmentation strategies that optimize expansion coverage and results
- Partner with RevOps & Finance on predictable revenue planning
Cross Functional Alignment
- Partner with Sales to ensure clean handoffs and coordinated expansion motion and account strategy
- Align with Customer Success on adoption signals and value realization
- Provide structured Voice of the Customer feedback to Product
- Partner with RevOps to standardize tooling and reporting that enables consistent execution and executive visibility across Sales, CS, and AM.
- Collaborate with HR and compliance teams to ensure alignment with internal policy and applicable employment regulations