About the RoleWe are seeking a strategic Enterprise Account Director to own the post-sale relationship and outcomes for our largest accounts, from pilots through onboarding, adoption, renewal, and expansion.
You will serve as the primary strategic partner for a portfolio of high-value enterprise customers, ensuring Opus delivers measurable outcomes at every stage. You'll own high-stakes pilots that convert into multi-location rollouts, partner with Product Specialists, sales and our product team to drive fast time-to-value, and build the executive relationships that drive confident renewals and expansion.
This role is designed for someone who combines enterprise-grade relationship skills with the operational rigor to manage complex, multi-threaded accounts and the commercial instincts to grow accounts over time.
What You'll OwnEnterprise Relationship & Outcomes- Own the overall post-sale relationship and outcomes for assigned Enterprise accounts and pilots.
- Ensure successful onboarding and implementation in partnership with CS and Product Specialists.
- Serve as the executive sponsor on the Opus side: build and maintain senior stakeholder alignment, run recurring executive touch points, and drive consensus through change.
- Build strong relationships with executive sponsors, operational leaders, administrators, managers, and other key stakeholders.
- Multi-thread across accounts so relationships are resilient and momentum is not dependent on a single point of contact.
Pilot Execution & Implementation- Own outcome-driven, time-bound pilots with clear goals, milestones, stakeholder alignment, and conversion criteria.
- Partner with Enterprise Sales Directors and Product Specialists on structured onboarding and rollout motions for complex, multi-unit enterprise customers.
- Guide customers through core workflows so Opus becomes part of how their teams operate, not just another tool they signed up for.
- Own the follow-through across Product, Support, Engineering, and Sales so we deliver on the big customer promises.
Success Planning, Health & Risk- Define and track Enterprise success criteria, translating customer goals into measurable outcomes.
- Lead executive-ready, forward looking business reviews (e.g., SBRs) to discuss progress, share opportunities, align on health, outcomes, and roadmap, and set next-quarter priorities.
- Proactively manage risk and complex stakeholder dynamics across large, multi-threaded accounts; surface issues early and lead escalations to resolution.
- Monitor account health, usage data, stakeholder engagement, manager participation, and program outcomes to stay ahead of risk.
- Turn customer signals into a clear point of view, action plan, and communication strategy.
Renewal & Expansion- Own renewal strategy and execution for Enterprise accounts: manage the timeline, mutual close plan, stakeholder mapping, and risk mitigation to ensure on-time renewals.
- Own expansion strategy and execution: identify, qualify, and drive growth opportunities (additional locations, products, seats/usage) from discovery through close.
- Partner with Sales as needed on pricing, terms, and strategic deal strategy; represent the post-sale plan and account strategy in commercial conversations.
- Own CRM (Attio) hygiene: maintain accurate renewal health, pipeline, close dates, and next steps; communicate changes early.
Broader Business Impact- Share Enterprise learnings and best practices to improve CS process, playbooks, and customer experience.
- Help build the playbooks, templates, workflows, and customer-facing materials that make our enterprise motion repeatable.
- Surface customer insights and feedback that improve customer outcomes and inform Product, Engineering, Marketing, and Sales priorities.
- Collaborate with Enterprise Sales to align on pre-sales handoffs, account strategies, and customer context.
- Collaborate with Marketing to showcase the value of our solutions and support new business opportunities.
- Represent Opus onsite and/or at events to support broader company initiatives as needed.
Who You Are- Strategic and customer-first - you build trust quickly, understand complex customer goals, and know how to turn ambiguity into clear guidance.
- Executive-ready - you are comfortable leading conversations with senior stakeholders and communicating value in a way that is concise, credible, and outcome-oriented.
- Operationally rigorous - you can manage complex implementations, competing priorities, timelines, data, and details without losing sight of the bigger picture.
- Proactive and outcomes-driven - you anticipate risk, identify opportunities early, and take ownership through resolution.
- Collaborative - you work effectively across CS, Sales, Product, Support, Engineering, and Marketing to solve problems and improve the customer experience.
- AI-native - you're comfortable working in a fast-moving environment and use AI tools as a natural part of how you work.
What Success Looks Like- Enterprise pilots consistently convert to full rollout.
- Customers reach faster time-to-value through structured onboarding and clear success planning, in partnership with CS leadership and Product Specialists.
- Enterprise accounts show strong adoption, engagement, and stakeholder alignment.
- Renewal risks are identified early and managed proactively; renewals close on time.
- Expansion opportunities are identified, qualified, and advanced from discovery through close.
- Opus has stronger playbooks, templates, and processes for managing enterprise customers at scale.
Qualifications- 5+ years in B2B SaaS Customer Success, Implementation, Strategic Account Management, Enterprise Account Management, or a similar customer-facing role.
- Experience owning relationships with complex, multi-stakeholder enterprise customers.
- Experience managing renewals, mitigating churn risk, and identifying expansion opportunities.
- Experience working with multi-unit restaurant, hospitality, retail, fitness, or other frontline-heavy organizations.
- Strong written communication and executive-level verbal communication skills.
- Highly organized, detail-oriented, collaborative, and comfortable managing multiple high-value accounts at once.
- Comfortable partnering with Sales on account strategy and solutioning for complex deals.
- High proficiency using AI tools to improve productivity and decision quality.
- Familiarity with CRM and customer engagement platforms such as Attio, Intercom, Notion, or similar tools is a plus.
Location- Remote, but must be based in the following states: NY, NJ, PA, FL, NC, IN, TX, CA)
Perks- 4 weeks paid time off
- 14 weeks paid parental
- Full Medical, Dental, and Vision
- FSA and Commuter benefits
- Yearly wellness stipend
- Mobile phone stipend
