Strategic Account Director

About the Role

We're hiring a Strategic Account Director to own our most important customer relationships: the 6 to 8 largest and most complex enterprise accounts in our book. These are our marquee deployments, where a single account can represent multi-million-dollar ACV and set the reference standard for the category.

This is a senior individual contributor role, not a management one. You won't build a team. You'll be the person our biggest customers trust most, and the one we trust with our highest-stakes revenue. You'll own renewals and expansion end-to-end across a small, high-value portfolio, reporting to the Head of Account Management and working closely with AEs and Agent Product Managers (APMs) to turn successful deployments into company-wide standards.

If you've carried the top accounts at a scaling enterprise SaaS company and you want depth over breadth, going deeper on fewer, larger relationships than anyone else in the org, this is the role for you.

What You'll Do

Own Our Most Strategic Accounts

• Carry a concentrated portfolio of our 6 to 8 largest enterprise customers as the single commercial owner accountable for retention, satisfaction, and growth.
• Build relationships at every level of each account, from the operators using Actively day to day to the CRO and VP of RevOps who sign the renewal.
• Own a strategic account plan for each logo that ties Actively's performance to the customer's top revenue objectives.

Drive Renewal & Expansion

• Run the renewal process end-to-end, de-risking early and protecting contracted value as pricing shifts from per-seat to ACU/consumption.
• Find and win expansion: the new teams, personas, and use cases that move a customer from a single slice of cake to a wall-to-wall GTM stack.
• Act as the commercial counterpart to the delivery team, making sure new customer requests map to paid expansion rather than uncompensated scope.

Own the Executive Narrative

• Build trusted relationships with senior stakeholders and lead Executive Business Reviews (EBRs), owning the commercial story around ROI, productivity lift, and roadmap alignment.
• Translate what Actively does into the CRO's terms: productivity per rep, pipeline influence, and revenue impact.
• Secure references, case studies, and logo rights that turn our best customers into proof points.

Who You Are

• An owner. You like carrying a book and being personally accountable for revenue. You don't want to manage people. You want to be the best account owner on the team.
• Commercially driven. You're not a traditional CSM waiting for renewals to come to you. You find revenue gaps and close them. NRR is a number you move, not just one you report.
• Experienced. 8+ years in enterprise account management or sales, with a track record of owning the largest, most complex accounts in a portfolio. Time at a fast-growing startup is a plus.
• Technically credible. You can hold your own with senior technical leaders on AI-native workflows and translate that value clearly to a CRO's bottom line.
• GTM fluent. You know productivity per rep, LTV/CAC, and expansion motions, and you can run a rigorous, MEDDPICC-grade account and renewal process.