Strategic Account Director

The Strategic Accounts Director (SD) acts as a strategic consultant, account leader, and salesperson responsible for growing the company's largest and most strategic existing customers. This role combines strategic account management, consultative selling, and business-value selling to deepen customer partnerships and drive account growth. Success requires building strong relationships with LMS Program Owners and senior business leaders—including C-level executives and other executives responsible for customer, partner, and employee outcomes—to understand the customer’s learning programs and demonstrate their business impact. Successful SDs are trusted business partners who use demonstrated ROI to build executive sponsorship and grow accounts across existing programs, new audiences, and new enterprise groups. 

Responsibilities

• Own a portfolio of strategic enterprise accounts, carrying an expansion revenue quota.
• Develop and maintain comprehensive strategic account plans
• Build trusted, multi-layered relationships starting with LMS Program Owners and utilizing demonstrated program success and ROI to cultivate relationships with C-level executives, CMOs, economic buyers, and procurement stakeholders.
• Partner with Customer Success to quantify the business value of existing programs and own Executive Business Reviews (EBRs) across the account portfolio to ensure executive customer alignment on strategic outcomes and growth opportunities.
• Drive pipeline development through EBRs, Client Summits, onsite visits, prospecting, and building a network of relationships at each account.
• Lead complex enterprise expansion opportunities from prospecting to close, skillfully negotiating expansion contracts and complex renewals (including legal terms) while navigating procurement, legal, and security processes.
• Collaborate cross-functionally with CSMs on account health checks, and partner with Marketing, Product, Solutions Consulting, and executive leadership to execute strategies, deliver strong outcomes, and provide accurate pipeline forecasts.
• Performs other duties as assigned.

Required Skills

• 8+ years of experience in relevant client-facing revenue roles with a focus on expansion in large strategic accounts.
• Demonstrated track record of growing strategic enterprise software or SaaS accounts and meeting or exceeding sales or expansion quotas.
• Proven experience working with high-profile clients (e.g., FAANG companies) and successfully navigating complex, multi-layered enterprise organizations to identify decision-makers and economic buyers.
• Strong consultative selling skills, including discovery, critical questioning, listening, analysis, negotiation, communication, and executive presentation.
• Strong business acumen and ability to understand how customer education, partner enablement, product education, or learning programs contribute to broader business objectives.
• Deep understanding of SaaS platforms, LMS, CMS, or similar tools.
• Experience selling to marketing, customer experience, customer education, partner enablement, or other business functions is strongly preferred.
• Ability to travel multiple times per quarter (up to 40%) to meet with clients
• Ability to work consistently across time zones, if applicable

Education

• Bachelor’s degree in a related field or equivalent experience