Account Director - West

Job Description:

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. 

The Account Director is responsible for hunting for new logos and driving sustained growth by securing strategic, high-value customers. This role focuses on hunting for new opportunities, expanding market presence through consultative engagement, maximizing value realization from new AI applications, and partnering closely with Engagement Directors and Technical Success Managers to penetrate target accounts, identify new use cases, and win new business.

Key Responsibilities:

• Growth Strategy: Develop and execute multi-year strategic plans to expand usage, cross-sell business applications, and increase AI maturity within assigned accounts - while actively prospecting, hunting, and acquiring net-new strategic enterprise logos to expand market footprint.

• Application Expansion & Use Case Development: Partner with Engagement Directors to uncover new GenAI functional use cases, collaborate with Technical Success Managers to increase application consumption, and ensure alignment to outcomes - while uncovering initial high-impact use cases during outbound discovery with prospective customers.

• Churn Mitigation & Risk Management: Identify high-risk buying centers or stalled implementations and coordinate internal teams to re-engage customers with refreshed value narratives and delivery strategies.

• Cross-Functional Leadership: Orchestrate collaboration across Engagement Directors, Technical Success Managers, and Pre-Sales resources to ensure successful deployments, adoption, and measurable outcomes.

• Executive Relationship Management: Build and maintain trusted relationships with key customer executives and stakeholders to elevate DataRobot’s position as a strategic partner in their AI journey - and aggressively build new C-suite relationships across prospective target accounts.

• Industry Fluency & Vertical Selling: Leverage major/minor vertical alignment to bring consultative insight and guide customers through the AI adoption curve specific to their sector.

• Internal Coordination & Forecasting: Own account-level planning, forecasting, and renewal coordination in partnership with Engagement Directors; act as the single-threaded leader for strategic revenue growth across assigned accounts —and maintain accurate pipeline management and forecasting for all net-new hunting opportunities.

Knowledge, Skills and Abilities:

• Prior sales responsibility within global or large enterprise accounts; with a consistent, proven track record of meeting/exceeding quota

• Ability to apply existing customer solutions into repeatable actions and leverage them within an industry sector; experience in FinServ or Heavy Industries is a plus

• Experience leveraging a variety of prospecting tools and techniques

Requisite Education and Experience / Minimum Qualifications:

• 12+ years of experience selling enterprise software solutions; 2+ years selling AI-powered services with an industry focus is a plus

• Bachelor’s degree or equivalent work experience

Compensation Statement

The U.S. annual on-target earnings (OTE) range for this full-time position is between $300,000 and $400,000 USD/year. This range represents a combination of annual base pay and targeted commission. Actual offers may be higher or lower than this range based on various factors, including (but not limited to) the candidate’s work location, job-related skills, experience, and education.

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!

DataRobot Operating Principles:

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate

Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit. 

DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.

Use of Artificial Intelligence in Our Hiring Process

DataRobot uses approved AI-powered tools to support the hiring process in selected regions. These tools may assist in writing job descriptions, reviewing applications, assessing qualifications, and evaluating candidate materials. All decisions regarding applications are made by members of the DataRobot team.

All applicant data submitted is handled in accordance with our Applicant Privacy Policy.