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
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What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
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