Director, Account Development- Global; Remote - US or Canada

Job Location (Short): Madison, Alabama-USA

Workplace Type: Remote

Req : 2995

• Define and execute the global Account Development strategy within Octave’s account-based demand model, aligned to ARR growth, pipeline sourcing, and cross-sell targets
• Lead, coach, and develop a globally distributed team of approximately 50 ADRs and Team Leads spanning four regions — Americas, EMEA, APAC, and South America — operating across multiple time zones and product portfolios
• Establish clear performance metrics and accountability frameworks including pipeline sourced, cost per qualified opportunity, ADR-to-AE conversion, and influenced pipeline contribution

• Own pipeline creation across both new logo and cross-sell motions, spanning inbound conversion and outbound account-based prospecting
• Operate within Marketing’s ABM infrastructure to execute intent-driven, signal-based outreach coordinated with campaign programs; leverage Demandbase for account prioritization and engagement scoring
• Drive ICP-based account segmentation and tiering to maximize ADR focus on highest-value accounts across key verticals including EPC, energy, utilities, and public safety

• Implement and continuously optimize ADR processes, tooling, and cadences across Salesforce, Salesloft, and Demandbase; drive adoption and operational consistency across all regions
• Leverage data and analytics to continuously refine outreach strategies; own reporting across pipeline velocity, ADR-to-AE conversion, cost per opportunity, and sourced-vs-influenced pipeline contribution
• Partner with Revenue Operations to ensure accurate reporting, forecasting, and pipeline visibility
• Actively research and pilot AI-enabled GTM motions — including AI-assisted prospecting, signal aggregation, personalization at scale, and conversation intelligence — to continuously improve ADR precision, outreach quality, and team productivity

• Align closely with Sales leadership to establish and maintain clear ADR-to-AE handoff protocols, qualification standards, and SLA adherence — ensuring pipeline quality and minimizing friction at Stage 0–1 handoff
• As a leader embedded within Marketing, work daily with Account Engagement, Product Marketing, and Marketing Operations to align ADR motion with campaign programs, ABM plays, and messaging frameworks
• Partner with Customer Success and Product Marketing to activate cross-sell growth plays targeting existing accounts — coordinating ADR outreach with campaign programs across priority product pairings

• Recruit, develop, and retain top Account Development talent globally
• Foster a culture of accountability, continuous improvement, and high performance
• Build structured career progression pathways, onboarding programs, and ongoing enablement for ADRs across all experience tiers — from entry-level to senior roles

• 10+ years of experience in enterprise B2B software, with a strong focus on Account Development, Business Development, or Inside Sales leadership
• 4–6+ years of experience leading and scaling global or multi-regional teams
• Proven track record of building and driving pipeline generation in a complex, multi-stakeholder enterprise sales environment with long sales cycles (90–180+ days)
• Deep expertise in account-based marketing and selling motions, including hands‑on experience with ABM platforms (e.g., Demandbase, 6sense) and intent-driven outreach strategies
• Experience designing and managing ADR compensation plans, quota frameworks, and tiered performance structures across a large, distributed team
• Data‑driven mindset with the ability to translate insights into actionable strategies
• Exceptional leadership, communication, and stakeholder management skills

• Experience in a publicly traded, dual‑listed global software or technology company, with familiarity operating in a post‑IPO or spin‑out growth environment
• Hands‑on proficiency with the core ADR technology stack:
  Salesforce CRM, Salesloft (or equivalent sales engagement platform), and ABM/intent platforms (Demandbase, 6sense)
• Experie…