Account Director, Enterprise Account Management
Core
An expansion engine for enterprise security accounts, growing subscriptions from $65K-$100k to $200K–$300K+ by multi-threading across security teams and using benchmarking tools as a wedge.
Role type
Senior Account Director (Enterprise)
Builds
Multi-department agreements and expanded adoption of MCP connector and Vendor Intelligence platforms
Domain
Cybersecurity intelligence and enterprise account management
Required skills
complex renewals, multi-threaded account management, commercial negotiation, strategic account planning, adoption management, usage-data analysis, executive communication, upsell/cross-sell execution
Preferred skills
AI fluency, stakeholder mapping, product orientation
Technologies
MCP connector, Vendor Intelligence (VID), usage dashboards
Responsibilities
Own full renewal cycle including pricing adjustments and contract restructuring; Monitor usage dashboards to flag dark seats and intervene before churn; Build relationships beyond CISO across SOC, GRC, IAM, AppSec, and engineering teams; Identify and close upsell/cross-sell opportunities for MCP and VID; Close consulting offerings like pen-tests and security assessments; Build and execute 12–18 month strategic account plans; Run quarterly business reviews to surface opportunities and demonstrate ROI
Seniority
Senior, hands-on IC