Own enterprise sales across a designated territory, focusing on new business acquisition, complex deal development, and account expansion. Responsibilities include prospecting, managing full sales cycles, building executive and cross-functional relationships, developing strategic account plans, identifying upsell and cross-sell opportunities, reducing customer risk, and partnering internally to deliver tailored solutions. This is a remote outside-sales role requiring travel to client meetings as needed.
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
Similar Jobs
Legal Tech
Drive enterprise sales growth among AmLaw 200 law firms by identifying prospects, building qualified pipelines, managing complex sales cycles, closing new business, and exceeding bookings targets. Develop strategic client relationships, uncover expansion opportunities, deliver persuasive presentations, represent the company at industry events, and travel to client and prospect meetings. The role requires deep B2B SaaS and Legal Tech sales experience, consultative selling skills, and the ability to manage high-stakes decision-makers remotely.
Top Skills:
Agentic AiAIB2B SaasEnterprise Search
Biotech • Pharmaceutical
Leads national payer, PBM, and institutional account strategy for Immunome’s oncology portfolio. Develops access, reimbursement, formulary, contracting, negotiation, launch-readiness, and field pull-through plans across commercial, Medicare, Medicaid, IDN, and oncology accounts. Builds executive relationships, translates clinical and HEOR evidence into value narratives, monitors access landscapes, coordinates cross-functional teams, and mentors colleagues. Requires extensive biopharmaceutical market access experience, oncology expertise, launch experience, and national travel up to 50%.
Software • Transportation
Lead Spare’s Enterprise Account Management organization and own expansion revenue, gross retention, renewals, competitive defense, and multi-product adoption across major public transit agencies. Build and coach a senior account management team, establish forecasting and account-planning discipline, manage public-sector procurement strategies, introduce new products through existing customers, and maintain executive relationships. The role requires commercial leadership, quantified quota ownership, government or public-sector selling experience, and travel across North America.
Top Skills:
AITelemetry
What you need to know about the San Francisco Tech Scene
San Francisco and the surrounding Bay Area attracts more startup funding than any other region in the world. Home to Stanford University and UC Berkeley, leading VC firms and several of the world’s most valuable companies, the Bay Area is the place to go for anyone looking to make it big in the tech industry. That said, San Francisco has a lot to offer beyond technology thanks to a thriving art and music scene, excellent food and a short drive to several of the country’s most beautiful recreational areas.
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
