Director, Account Management

About the Role

We are seeking a Director of Account Management to lead, scale, and actively participate in our customer renewal and expansion motion. This role is ideal for a commercially strong leader who enjoys owning key customer relationships personally while building and developing a high-performing Account Management team.

You will be accountable for net revenue retention, renewal execution, and expansion growth across a portfolio of enterprise and mid-market customers. As both a leader and individual contributor, you will personally manage strategic and complex accounts while coaching Account Managers on best practices for renewals, expansions, and partner-led deal execution.

This role is highly cross-functional and will work closely with Sales, Customer Success, Sales Engineering, Finance, Legal, and our reseller/channel partners.

• Build, lead, and mentor a high-performing Account Management team responsible for subscription renewals and expansion revenue.
• Act as a player‑coach, directly owning renewals and expansions for strategic, high‑value, or at‑risk accounts.
• Establish and refine scalable processes for renewal forecasting, expansion pipeline management, and deal execution.
• Define best practices for account planning, value‑based renewal conversations, and expansion identification.
• Hire, onboard, and develop Account Managers as the business scales.

• Own and drive successful, on‑time renewals across assigned strategic accounts.
• Lead complex renewal and expansion negotiations involving pricing, multi‑year agreements, and portfolio expansions.
• Partner with Account Executives, Sales Engineering, and Customer Success to align technical value, adoption, and commercial outcomes.
• Maintain accurate renewal and expansion forecasts and ensure CRM data integrity.
• Proactively identify and mitigate renewal risk, escalating issues as needed.

• Serve as an executive‑level commercial contact for key customers, building long‑term trusted relationships.
• Collaborate closely with reseller and channel partners to coordinate renewals, pricing strategy, and expansion motions.
• Navigate complex procurement processes and multi‑stakeholder buying committees.
• Ensure a seamless customer experience across direct and partner‑led engagements.

• Partner with Sales Leadership to align renewal and expansion strategy with broader revenue goals.
• Work with Finance and Legal on deal structure, pricing approvals, and contract terms.
• Provide voice‑of‑the‑customer feedback to Product and GTM teams to inform roadmap and packaging decisions.
• Help shape customer revenue strategy, including segmentation, coverage models, and success metrics.

• 8+ years of experience in Account Management, Customer Revenue, or Sales, preferably in cybersecurity or enterprise SaaS.
• Prior experience leading or mentoring Account Managers, ideally in a high‑growth environment.
• Proven success owning renewals and expansion within complex enterprise and mid‑market accounts.
• Experience working with channel or reseller partners in a subscription-based business model.
• Strong commercial and financial acumen, including forecasting, pricing, and contract negotiation.
• Ability to operate effectively as both a strategic leader and hands‑on contributor.
• Excellent communication, executive presence, and stakeholder management skills.

• A leadership role at a top‑rated, fast‑growing cybersecurity company during a key scale phase.
• Opportunity to shape and lead the Account Management function while remaining close to customers and deals.
• Competitive compensation with leadership‑level incentives tied to retention and expansion performance.
• Comprehensive benefits package.
• Clear growth path into senior revenue leadership roles.
• A collaborative, high‑performance culture focused on customer trust, innovation, and long‑term value creation.

At TD SYNNEX, our values guide everything we do:
Together, We Own It, We Dare to Go, We Grow and Win, and above all, We Do the Right Thing. These principles shape how we…