Managing Director - Strategic Accounts

BRIEF DESCRIPTION

The Managing Director, Strategic Accounts is responsible for driving revenue growth across a defined portfolio of national strategic accounts by converting Master Service Agreements (MSAs) into repeatable, site-level revenue.

This role leads account strategy, builds executive relationships, and orchestrates cross-functional execution to expand share of wallet, accelerate activation, and deliver consistent performance across markets.

PRINCIPAL DUTIES & RESPONSIBILITIES

Strategic Account Growth & Activation

· Own and grow a defined portfolio of national accounts (e.g., Hospitality operators, REITs, management groups)

· Develop and execute account plans aligned to revenue, margin, and activation targets

· Drive disciplined activation of MSAs into site-level revenue across properties and markets

· Identify and convert near-term opportunities while building long-term pipeline within each account

· Expand share of wallet through cross-sell, repeat business, and strategic positioning

· Identify and leverage BluSky’s full service platform to bring cross-division capabilities to clients, deepening the value and breadth of each account relationship

Executive Relationship Management

· Build and maintain senior-level relationships across ownership, asset management, and operations

· Establish BluSky as a preferred partner through consistent engagement and value delivery

· Leverage national relationships to influence local buying decisions and project flow

· Establish formal client governance frameworks including relationship matrices, executive engagement cadences, and strategic account plans to ensure structured, proactive account stewardship

Pursuit & Pipeline Leadership

· Lead strategic pursuits including new logos, MSA development, renewals, and expansions

· Maintain a disciplined pipeline and forecasting cadence within CRM

· Ensure timely follow-up, conversion, and visibility of high-value opportunities

· Challenge existing account prioritization and sales strategies to drive higher ROI

Enterprise-to-Local Execution

· Partner with regional sales and operations teams to translate national strategy into local execution

· Drive alignment across teams to ensure consistent delivery and client experience

· Remove barriers to activation and accelerate speed-to-revenue across accounts

· Lead account onboarding and transition management for new wins, ensuring day-one readiness and a seamless client experience from contract execution through full activation

Market Presence & Industry Engagement

· Build a strong presence within key industry associations and networks

· Represent BluSky at targeted events to drive brand visibility and opportunity generation

· Strengthen relationships with CRE aggregators and industry influencers to unlock growth

Leadership & Operating Discipline

· Act as a cross-functional leader across sales, operations, and marketing teams

· Reinforce a culture of accountability, performance, and collaboration

· Coach and develop regional account talent to strengthen execution capability and build a high-performance account management culture across assigned markets

· Contribute to the development of scalable account management and sales practices

· Ensure financial discipline across assigned accounts, including contract compliance, revenue recognition, and timely resolution of billing or collections issues

SUCCESS MEASURES

· Revenue growth across assigned strategic accounts

· MSA activation rates and conversion to recurring revenue

· Expansion of share of wallet within key accounts

· Pipeline health, forecast accuracy, and conversion rates

· Strength and depth of executive client relationships

· Consistency of execution and client experience across markets

· Account retention rate and protection of revenue across Tier 1 and high-value accounts

SUPERVISORY RESPONSIBILITY:

Provides leadership across regional sales and operations teams to drive execution, alignment, and performance across strategic accounts.

QUALIFICATIONS & REQUIREMENTS

· 5+ years of experience in strategic account management or enterprise sales

· Strong executive presence and relationship management skills

· Deep familiarity with how ownership groups, asset managers, and operators make buying decisions across multi-site portfolios, gained through experience in commercial real estate, property management, facilities services, construction, or restoration

· Proven track record of growing national or multi-market accounts

· Demonstrated ability to develop and execute strategic growth plans, drive client engagement, and lead cross-functional execution across regional or field-based teams to deliver revenue growth and consistent performance

· Proficiency managing pipeline, forecasting, and account activity within CRM platforms

· Existing relationships with national CRE operators, property management firms, REITs, or ownership/asset management groups strongly preferred

EDUCATION:

Bachelor’s degree in Business, Marketing, or related field preferred.

WORK ENVIRONMENT & PHYSICAL JOB DEMANDS

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is usually quiet.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The employee must occasionally lift and/or move up to 25 pounds. While performing the duties of this job, the employee is regularly required to sit; use hands and fingers, reach with hands and arms, talk and hear. The employee is required to regularly move and walk around the office.

TRAVEL:

Travel required to support national account coverage and client engagement; frequency expected to be moderate and will vary based on business needs.

COMPENSATION:

BluSky offers a competitive base salary, a variable incentive plan aligned with growth and goals, and a comprehensive benefits package that includes: a matching 401(k) plan, health insurance (medical, dental and vision), paid time off, disability, equipment appropriate to the position (i.e.: laptop, smart phone, etc.), and corporate apparel allowance.

BluSky also offers extended benefits such as: Remote Work, Employee Assistance Program, Accident & Critical Illness Coverage, Vendor Discounts Professional Development, Paid Referral Program and more.

EEOC:

BluSky is dedicated to the principles of equal employment opportunity. BluSky prohibits unlawful discrimination against applicants or employees on the basis of age 40 or over, race, sex, color, religion, national origin, disability, genetic information, sexual orientation, or any other applicable status protected by Federal, State, or local law.

It is and will continue to be the policy of BluSky that all persons are entitled to equal employment opportunity based on their individual qualifications, performance, and potential without regard for any protected status, as required by state and federal law.