Director, Account & Market Intelligence

** Job

Requisition  #*
* 26WD101425

** Director, Account & Market Intelligence*
* Location:

Americas

Organization:
Revenue Operations

** About the role*
* Autodesk sells to millions of customers, from individual designers to the largest engineering, construction and manufacturing firms in the world. Deciding where to focus our sellers - which customers to pursue, what they could be worth, and where the next opportunity sits - is one of the most consequential decisions the company makes each year.

You will lead the team that answers it.

As Director, Account & Market Intelligence, you own the view of the market that sales planning runs on. What each account could be worth. Where untapped opportunity sits. How accounts should be prioritized, and how large the opportunity is by geography, industry and product. You will turn that into a capability the company depends on, and hold it to a clear standard of evidence.

This is a newly created team. You will design it, hire it and lead it.

** Responsibilities*
* + Build and own the account view that sales planning depends on - a reliable, maintained picture of customers and prospects, their corporate structure, and what they buy

+ Quantify account potential and untapped opportunity: what a customer could spend with Autodesk, what they spend today, and where the gap sits by product

+ Develop the scoring and segmentation that rank accounts by opportunity, and the views leaders use to decide where coverage goes

+ Size the market by geography, industry, segment and product, and own the methodology behind it

+ Produce the account briefs sellers and sales leaders work from, on a dependable quarterly cycle

+ Set the evidence standard for this work: models tested on data they have not seen, measured against realized outcomes, and re-validated each cycle

+ Build the mechanism that brings what sellers learn in the field into the model, and test it against results

+ Hire, lead and develop a team spanning market sizing, data science, account research and field insight

+ Partner with sales planning, coverage and territory design, Sales Finance and Marketing to turn analysis into decisions

** Minimum qualifications*
* + Bachelor's degree in a quantitative or business field, or equivalent practical experience

+ 10+ years in market or account intelligence, commercial analytics, growth strategy or management consulting, including 3+ years leading analytical teams

+ Experience owning an account potential, opportunity scoring or market sizing capability that shaped how a sales organization deployed its coverage or investment

+ Ability to lead data scientists and analysts, not only commission them: specify a model, select a method, review the work, and judge whether a result is sound

+ A rigorous approach to validation - testing on held-out data and measuring against realized outcomes

+ Strong SQL, and comfort working directly in a cloud data warehouse

+ Ability to present a complex analysis on a single page an executive can act on, and to communicate clearly with senior stakeholders

** Preferred qualifications*
* + Enterprise software or SaaS, with direct, channel and e-commerce routes to market

+ Hands-on propensity, segmentation or uplift modelling

+

Experience with third-party firmographic or intent data, and with matching company records across systems

+ Experience managing external analytics partners against defined acceptance criteria

+ Experience building a new team or capability rather than inheriting one

** What success looks like in your first year*
* + A single, trusted account view that sales planning and coverage design run on

+ Account potential and untapped opportunity published on a dependable quarterly cycle

+ Models measured against realized outcomes, with the results published

+…