Head of Sales, Strategic Accounts

As the Head of Sales of Strategic Accounts, you will lead and scale a high-performing team of 8 Account Executives dedicated to Mapbox’s most strategic global enterprise partnerships. This is a Director-level leadership role for a seasoned sales leader who balances organizational strategy with the agility to navigate complex enterprise environments.

Responsibilities

Lead, develop, and scale a team of 8 Account Executives, setting clear expectations, establishing rigorous operating rhythms, coaching toward exceptional performance, and developing talent and career paths across the team; Own the overall commercial strategy for the Strategic Accounts business, establishing priorities, account coverage, growth strategies, and operating mechanisms that drive retention, expansion, and sustainable recurring revenue; Coach the team on strategic account planning and enterprise selling, helping Account Executives navigate complex organizations, build multi-threaded relationships, identify expansion opportunities, and develop sophisticated commercial strategies; Personally engage in the most strategic and complex customer opportunities, partnering directly with Account Executives on executive relationships, account strategy, negotiations, competitive situations, and critical deals; Own executive relationships with key customers, building trusted relationships with C-suite and VP-level stakeholders and positioning Mapbox as a strategic technology partner; Lead the commercial strategy for high-stakes, multi-year renewals and complex expansion negotiations, ensuring strong deal structure, pricing, usage commitments, and long-term customer value; Develop and execute comprehensive strategic account strategies that connect each customer's business priorities, technology strategy, and product roadmap to opportunities for Mapbox; Drive a culture of proactive customer value realization, ensuring the team understands customer usage, product adoption, business priorities, competitive dynamics, and emerging risks and opportunities; Identify and develop meaningful expansion opportunities by understanding where Mapbox can solve additional customer problems and increase adoption across Maps, Search, Navigation, Movement, Atlas, and emerging products; Lead executive business reviews and strategic customer conversations focused on business outcomes, roadmap alignment, adoption, and long-term partnership opportunities; Orchestrate cross-functional teams across Solutions Architecture, TPM, Customer Success, Product, Engineering, Finance, and Legal to solve complex customer needs and deliver successful outcomes; Create accountability across the organization, ensuring customer priorities, commercial commitments, risks, and growth opportunities have clear owners and follow-through; Maintain strong forecasting and operational discipline across the team, providing leadership with clear visibility into renewals, expansion, pipeline, risks, and overall business performance; Navigate competitive situations and coach the team on positioning Mapbox effectively against alternatives such as Google, HERE, ESRI, and internally built solutions; Bring customer and market insights back into Mapbox, influencing Product, Engineering, and senior leadership by representing the needs and opportunities of our most important customers; Serve as a senior voice of the customer internally, helping Mapbox understand where our largest customers and markets are headed and how we can grow alongside them; Set the standard for strategic enterprise selling, modeling the executive presence, commercial judgment, customer orientation, and deal leadership you expect from the team.

Requirements

10+ years of experience in enterprise sales, strategic account management, or customer growth, including at least 5+ years experience leading and developing high-performing sales teams; Proven people leader and coach with a track record of hiring, developing, retaining, and motivating Account Executives and building teams that consistently deliver against ambitious goals; Proven success owning and growing a portfolio of large, complex, high-value enterprise customers, both through direct selling and by leading teams responsible for those relationships; Demonstrated ability to retain and expand significant recurring revenue through strategic account planning, executive engagement, sophisticated commercial negotiations, and disciplined sales execution; A player-coach mindset: you enjoy developing people and leading through others, but are equally comfortable stepping into the details of a complex account, executive conversation, negotiation, or critical deal when the situation calls for it; Strong track record of creating multi-threaded account strategies and navigating complex customer organizations with multiple decision-makers and competing priorities; Ability to move beyond transactional selling and understand a customer's broader business strategy, identifying where Mapbox can become a more strategic and embedded partner; Strong commercial judgment with experience leading complex renewals, pricing conversations, multi-year agreements, and expansion negotiations; Experience with usage- or consumption-based business models and an understanding of how adoption, usage, and customer value translate into retention and growth; Ability to identify account risk early, develop clear mitigation strategies, and mobilize internal stakeholders around the customer; Strong executive presence and communication skills, with the ability to lead strategic conversations with both customer executives and senior Mapbox leaders; Comfortable orchestrating complex cross-functional teams without direct authority, while creating accountability and driving outcomes through influence; Comfortable operating in a fast-moving environment where priorities, customer needs, and technology continue to evolve; Curious, commercially minded, and deeply customer-focused. You are motivated by building great teams and long-term strategic partnerships—not simply closing individual transactions.

Nice to have

Experience in location technology, developer platforms, cloud infrastructure, mobility, logistics, telecommunications, or adjacent technical industries is preferred.

Benefits

Hybrid/Remote Options; Comprehensive Healthcare; Family-First Support; Fertility & Family Building; Lifestyle Spending Account; Balance & Brainpower; Rest & Recharge; Time Off to Give Back; Invest & Grow