Strategic Account Director

Compensation: USD $160K–$235K/year — base vs. OTE and equity details to be confirmed

Travel: Approximately 50% - to be confirmed

About the Company

Our client is an enterprise AI company helping manufacturers detect, investigate, and resolve product quality issues before they accelerate.

Its platform connects data from customer feedback, service records, connected equipment, and other sources to identify emerging problems and uncover root causes. By turning fragmented data into actionable insights, the company helps engineering and quality teams improve product reliability, reduce warranty costs, and deliver better customer experiences.

About the Role

We’re looking for a Strategic Account Director to grow commercial relationships with enterprise customers already using the platform.

You will inherit existing pilot accounts and lead their expansion into larger, multi-year partnerships. Initial pilots typically range from $75K–$90K
, with first expansions targeting $600K+ and potential account growth reaching $2M–$4M
.

This is a consultative account expansion role focused on existing customers. You will own the commercial strategy and executive relationships, working alongside an AI Solutions Director who leads technical delivery.

What You’ll Do

• Own and grow a portfolio of existing enterprise accounts, from signed pilot through production deployment and multi-year expansion.
• Develop account strategies that expand adoption across business units, products, and data sources.
• Build relationships with senior stakeholders, executive sponsors, and C-suite decision-makers.
• Create and present tailored executive narratives, business cases, and commercial proposals.
• Personally lead discovery to understand each customer’s technical use case, business priorities, and expected ROI.
• Own commercial conversations and negotiations throughout the expansion process.
• Partner with the AI Solutions Director and delivery teams to translate pilot outcomes into broader customer commitments.

Must Have

• 4–8+ years of experience in strategic account management, enterprise consulting, customer success leadership, or a comparable customer-facing commercial role.
• Direct revenue ownership, with demonstrated success growing enterprise customer relationships.
• A track record of managing senior and C-suite relationships within large organizations.
• Ability to independently build and present compelling executive narratives and business cases.
• Confidence leading discovery into technical use cases and connecting customer needs to measurable business value.
  
  Experience creating account-specific presentations and materials independently, without relying on marketing or a sales engineer.

Nice to Have

• Experience expanding enterprise pilots into large annual or multi-year contracts.
• Experience growing accounts across multiple business units and stakeholder groups.
• Exposure to AI, enterprise software, or technically complex solutions.
• Experience partnering closely with solutions and technical delivery teams.

Soft Skills

• Consultative approach and strong commercial judgment.
• Clear, persuasive communication with executive audiences.
• Curiosity to understand complex customer problems in depth.
• Ownership and initiative in shaping account strategy and materials.
• Ability to coordinate commercial and technical stakeholders throughout a complex expansion cycle.

Interview Process

• Recruiter Screen — Introductory conversation with the company’s in-house recruiting team.
• Hiring Manager & Solutions Interviews — A deep-dive interview with the hiring manager and a behavioral interview with a solutions team member, scheduled on the same day whenever possible.
• Case Study & Presentation — Prepare a take-home slide deck based on a provided scenario and present it on-site to the hiring manager and a solutions team member. Virtual presentations are possible, with an additional on-site visit during the final round.
• Final Conversation — Closing discussion with the hiring manager.