Job Description
The Account Executive Director owns end-to-end strategic account governance and is accountable for retention, profitable growth, and white space expansion-while maintaining a single commercial interface to the client.
Scope & Coverage
• Full ownership of the account, with P&L-level accountability (revenue, margin, growth).
• Works across multiple functions and programs; coordinates internal delivery leaders to ensure performance and credibility.
Key Accountabilities
• Ensure retention and renewal execution with strict margin discipline.
• Expand scope via white space conversion while protecting delivery quality and risk posture.
• Lead QBRs/EBRs, stakeholder management, escalation handling, and roadmap discussions.
• Maintain a forward-looking account plan with sponsor mapping and risk mitigation.
• Identify and qualify expansion plays through consultative discovery and value cases.
• Convert white space to structured initiatives with clear outcomes and delivery governance.
• Prevent internal overlap and ensure coherent pricing and negotiation posture.
Responsibilities
• Build and execute annual/quarterly account plans.
• Lead renewal negotiations and contract extensions with Deal Desk/Legal/Finance.
• Coordinate stakeholders to ensure alignment between sales and delivery.
• Track client satisfaction indicators and resolve risks.
• Maintain CRM forecasting and pipeline governance.
• Monitor competitive threats and build strategies.
Qualifications
• 15+ years in strategic account management within automotive services, BPO, outsourcing, or consulting.
• Commercial rigor with strong renewal track record, margin accountability, and negotiation ability.
• Consultative expansion experience with value cases and stakeholder mapping.
• CRM proficiency; strong PowerPoint/Excel capability.
• Able to operate as a senior representative with consistent on-site engagement.
Preferred Qualifications
• MBA or equivalent experience managing enterprise accounts.
• Account management methodologies (Miller Heiman, Challenger, etc.).
• Experience across automotive domains (aftersales, warranty, network, digital, CX).
• Previous OEM HQ-level experience in strategic, commercial, or operational roles preferred.
Competencies & Behaviors
• Executive maturity, diplomacy, influence.
• Governance mindset: cadence, documentation, escalation paths, accountability.
• Commercial ethics and discipline.
• Strategic patience and relentless follow-through.
Additional Information
Location: Office-based in Irvine, CA or Fountain Valley with frequent on-site presence at client HQ
Travel: Frequent (typically 20-40% depending on governance cadence and program footprint)
Function: Sales / Strategic Account Management
