Account Director
Core
Strategic owner of enterprise customer portfolios responsible for adoption, value realization, retention, and growth across the full account lifecycle.
Role type
Senior Account Director (Enterprise SaaS)
Builds
Strategic account success plans, Quarterly Business Reviews (QBRs), and multi-year customer roadmaps.
Domain
Enterprise Sales Performance Management (SPM) / Financial Planning & Analysis
Required skills
Strategic account management, QBR execution, adoption strategy, churn prevention, expansion sales, contract negotiation, risk management, stakeholder alignment, competitive defense, forecasting accuracy
Preferred skills
Experience with SPM platforms, knowledge of commission planning and territory modeling, ability to coach executive stakeholders
Technologies
Forma Operator, Forma Architect, Forma Prophet, Salesforce (implied via RevOps context), standard SPM tools
Responsibilities
Lead end-to-end Quarterly Business Reviews (QBRs) to drive adoption, validate forecasts, and secure commitments; Own post-go-live adoption journeys and execute account success plans tied to specific business outcomes; Manage renewals end-to-end including forecasting, negotiation, and closing; Identify and mitigate churn risks through proactive monitoring and recovery planning; Drive continuous expansion opportunities within existing accounts; Defend against competitive pressure during renewal cycles