About the RoleAircall is looking for a Director of Account Management to lead our Americas Account Management function. The mandate: accelerate expansion revenue by driving AI/agentic product attach. This is a critical leadership role reporting into the GM of the Americas. You'll inherit a high-performing, quota-carrying AM organization that operates with sales-team rigor: pipeline discipline, forecast accuracy, and hard accountability to expansion revenue targets.
Our AMs build strong customer relationships while owning the growth of those accounts. This role will lead and continuously improve how we drive renewals, expansion, and AI adoption across our Core accounts.
What You'll Do- Own an expansion revenue number: drive expansion revenue and AI/agentic product attach rate across the existing book. Treat the installed base as a pipeline, with the same discipline as new business.
- Build and lead a commercially-driven AM team: hire and develop Account Managers who can run a full sales motion, from discovery and business case through negotiation and close. Set aggressive but achievable quotas and hold the team to them.
- Run pipeline like a sales leader: build and manage an expansion pipeline with clear stages. Forecast expansion revenue with the same rigor as a sales forecast, and report accurate numbers to GM/CRO leadership.
- Drive the AI/agentic pitch into the base: position Voice Agents/Messaging Agents as a transformational upsell. Arm the team with the pitch, objection handling, and pricing/packaging to close it.
- Design territory and coverage strategy: segment the book by expansion potential and account tier (Top 500 vs. Core). Allocate coverage to maximize revenue capture, not just balance account load.
- Instill sales rigor and accountability: implement the cadences a strong sales org runs, including pipeline reviews, forecast calls, and deal coaching, adapted to an existing-customer motion.
- Partner cross-functionally: work with Sales, Product, Partnerships, and Support to remove friction from expansion deals and keep the AI product roadmap aligned with what's actually closing.
- Report on team and revenue performance: build and maintain scorecards on NRR, expansion revenue, attach rate, quota attainment, and pipeline health for executive stakeholders.
What We're Looking For- 5+ years in a revenue-carrying role (Account Management, Sales, or Sales Leadership) in B2B SaaS. At least 3+ years managing managers or a team of 8+ individual contributors.
- A track record of carrying and beating a quota or revenue number, whether as an individual contributor or as a leader. We're indexing on commercial acumen and closing ability over traditional customer success background.
- Experience running a full sales cycle (discovery, business case, negotiation, close) and coaching others to do the same.
- Comfortable holding a team to sales-level accountability: pipeline reviews, forecast calls, quota attainment, deal coaching.
- Experience segmenting and prioritizing a book of business for revenue capture, not just relationship coverage and retention.
- Excellent executive communication skills. Able to distill pipeline, forecast, and team performance into clear narratives for senior leadership.
- Comfortable operating with ambiguity and evolving org structure. Experience in high-growth, VC/PE-backed environments a plus.
- Excitement for selling AI/agentic products: genuine conviction in the pitch, not just willingness to carry it.
Reporting LineThis role reports directly to the GM of the Americas and is a member of the Americas LT.
CompensationBase salary of $170,000 - $243,900 USD with an On-Target Earnings (OTE) of up to $348,429.
Why join us? Key moment to join Aircall in terms of growth and opportunities
Our people matter, work-life balance is important at Aircall
Fast-learning environment, entrepreneurial and strong team spirit
45+ Nationalities: cosmopolite & multi-cultural mindset
Competitive salary package & benefits
