5-7 years of experience in business development or account management
Proven track record of driving new business with a 'land and expand' strategy
Experience in managing and growing accounts within large organizations
Strong ability to identify whitespace and expansion opportunities
Located in the Northeast, West Coast, or North Carolina with travel capability
Responsibilities
Identify, develop, and close new business opportunities
Build relationships with key stakeholders including security and executive teams
Develop and execute strategic account plans for key accounts
Build multi-threaded relationships across complex organizations
Drive expansion, upsell, and cross-sell within existing accounts
Proactively identify customer risks and reinforce business value
Manage the full sales cycle from prospecting to close
Partner with internal teams to create tailored solutions
Benefits
Remote work flexibility with no office visits required
Opportunity to travel for client meetings within your territory
Engagement with senior executives and complex organizations
Potential for significant professional growth in a dynamic environment
Involvement in strategic decision-making processes
Full Job Description
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
