As Regional Director of Account Management, you'll lead a team that owns a multi-million-dollar renewal and expansion book and you'll personally run a portfolio of the region's most strategic accounts. This is a player-coach role for someone who has closed six-figure enterprise deals, knows how to turn single-module customers into full-platform partners, and wants to build a team, not just carry a number.
What You'll Do:Lead the Team- Coach and manage a team of Account Managers, owning renewal, retention, and expansion performance across the region's SpinOne install base including territory coverage, quota planning, and pipeline reviews.
- Guide the team through complex, multi-year renewal and expansion negotiations, coordinating with Finance and Legal on non-standard terms and security reviews.
Own Strategic Accounts- Personally manages a portfolio of strategic enterprise accounts renewals, seat true-ups, and multi-year commitments for organizations running business-critical Google Workspace, Microsoft 365, Salesforce, Slack, Jira, and Confluence environments.
- Build executive relationships with CISOs, IT Directors, and security/IT administrators, positioning SpinOne as the customer's consolidated layer for SaaS backup, security posture, and browser risk.
Drive Platform Expansion- Map single-module customers into the full SpinOne platform moving backup-only accounts into SSPM (SpinSPM), ransomware detection and response (SpinRDR), data loss prevention (SpinDLP), and enterprise browser security (SpinCRX).
- Act as a trusted advisor on customers' SaaS risk posture quantifying downtime exposure, translating ransomware and shadow IT findings into remediation plans, and tying SpinOne to compliance obligations (SOC 2, ISO 27001, HIPAA, GDPR, NIS2, CIS).
Operate with Rigor- Monitor account health via usage and telemetry signals (protected vs. licensed seats, backup success rates, alert volume, admin activity) to forecast renewals and flag churn risk early.
- Own regional forecast accuracy for renewals, upsell, and cross-sell, with disciplined CRM hygiene and pipeline reporting.
- Partner cross-functionally with Customer Success, Sales, Solution Engineering, and Support on onboarding and adoption, and support partner/MSP-influenced accounts alongside the Partnerships team (including Google Chrome Enterprise, Fortinet, and Menlo Security relationships).
- Stay ahead of the SaaS security landscape - ransomware, shadow IT, OAuth risk, browser threats, AI governance, and competing SSPM/backup vendors - and feed insight back to Product and Marketing.
What You Bring:- 6-figure deal experience: proven track record closing and owning six-figure renewals, expansions, and multi-year commitments, and navigating enterprise procurement, security review, and multi-stakeholder approval cycles.
- Track record in B2B SaaS: 2+ years in account management, customer success, or enterprise sales, including team leadership - ideally in cybersecurity, data protection, backup/DR, or cloud infrastructure.
- Domain fluency: working knowledge of Google Workspace, Microsoft 365, Salesforce, Slack, and Atlassian (Jira/Confluence) admin, seat, and OAuth permission models, plus the security categories SpinOne spans (backup/DR, ransomware detection, SSPM, DLP, browser security).
- Dual fluency with buyers: comfortable discussing RTO/RPO, incident response, and misconfiguration risk with technical stakeholders, then translating it into downtime cost and audit readiness for executives.
- Compliance know-how: experience navigating compliance-driven renewals and vendor security reviews (SOC 2, ISO 27001, HIPAA, GDPR, NIS2, FERPA) is a strong plus.
- Leadership: proven ability to coach, mentor, and motivate a high-performing team, with hands-on experience in quota planning and pipeline reviews.
- Analytical rigor: experience using CRM and product-usage data to track account health, forecast retention, and measure team performance.
- Bonus: experience with MSP/channel-influenced accounts; comfort working across globally distributed teams; Bachelor's degree in Business, Marketing, or related field.
Compensation & Benefits:- Competitive base salary + performance-based variable compensation
- Equity
- Full medical, dental, and vision insurance
- Paid holidays and annual bonus
- Employee wellness program
- A collaborative, high-growth culture recognized by Forbes as one of America's Best Startup Employers three years running ([redacted])
