Director, Account Management & New Business

Job Overview

The Director of Account Management and New Business leads a team of Account Managers to cultivate and expand existing strategic partnerships, acquire new logo business, drive customer retention, incremental revenue growth, and net‑new sales by leveraging a deep understanding of customer AI strategies.

• Drive a strategy for both incremental sales within the existing customer base and net‑new business acquisition; act as a player‑coach leading strategic conversations with clients about generative and agentic AI initiatives.
• Develop and execute a growth plan emphasizing identification, pursuit, and closing of incremental sales within the existing portfolio while targeting new clients based on AI adoption.
• Serve as a domain expert on customer AI strategy, advising clients on integrating products and services to deliver measurable business outcomes and accelerate AI transformation.
• Lead, mentor, and coach a team of Account Managers to ensure proficiency in both incremental and new business development.
• Engage C‑level and technical leaders to co‑innovate and design AI‑centric solutions for existing and potential clients.
• Leverage insights from the existing customer base to develop targeted new business strategies and compelling value propositions.
• Use data‑driven insights to monitor client health, proactively identify churn risks, and manage growth opportunities.
• Partner closely with Sales, Customer Success, Product, and Marketing to deliver a seamless, high‑value experience.
• Track key metrics including customer retention, expansion revenue, new business revenue, and pipeline performance with focus on AI‑driven growth.

• Proven experience in a senior account management or sales leadership role with a focus on both incremental revenue and new‑logo acquisition.
• Deep understanding of the generative and agentic AI landscape, including customer use cases, market trends, and implementation challenges.
• Exceptional ability to engage and influence C‑level and senior technical stakeholders by articulating the business value of AI‑centric solutions.
• Experience developing and executing account expansion and new business strategies that incorporate AI and deliver measurable outcomes.
• Excellent leadership, communication, and cross‑functional collaboration skills.

• 10+ years in account management, customer success, or sales leadership, including 3+ years leading teams.
• Experience in SaaS, AI/ML, or enterprise technology environments strongly preferred.
• Bachelor's degree in Business, Technology, or related field; MBA preferred.

The U.S. annual on‑target earnings (OTE) range for this full‑time position is between $280,000 and $380,000 USD/year. This range includes base pay and targeted commission. Actual offers may be higher or lower.

• Medical, Dental & Vision Insurance
• Flexible Time Off Program
• Paid Holidays
• Paid Parental Leave
• Global Employee Assistance Program (EAP)
• Additional benefits depending on location and local legal requirements

Data Robot is a proud Equal Employment Opportunity and affirmatively action employer. We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. Data Robot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities.