Senior Account Director

About You

You are a strategic and commercially driven Account Director who enjoys building long-term partnerships and uncovering new opportunities within complex enterprise accounts. You understand how to move beyond day-to-day account management to become a trusted advisor to senior business and technology leaders, connecting their priorities and challenges with solutions that create measurable business value.

You bring a strong growth mindset to client relationships, combining executive-level relationship building with thoughtful account planning, commercial judgment, and a clear understanding of the technology services landscape. You are comfortable navigating complex organizations, developing multi-threaded relationships, identifying expansion opportunities, and taking ownership of account health, revenue growth, and long-term customer success.

Responsibilities

Own a portfolio of strategic accounts and corresponding revenue targets, driving long-term growth and customer retention.; Develop and execute comprehensive annual account growth plans to increase wallet share and expand Applaudo’s presence within existing clients.; Identify and develop cross-sell and upsell opportunities across AI Solutions, Software Engineering, Cloud Services, Data & Analytics, Cybersecurity, Product Development, and Managed Services.; Build and maintain trusted relationships with C-level executives, business leaders, and senior technology stakeholders.; Lead Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), strategic planning sessions, and technology roadmap discussions.; Own expansion pipeline generation, forecasting, growth plans, and achievement of quarterly and annual revenue targets.; Coordinate commercial negotiations, renewals, and contract expansions in collaboration with internal stakeholders.; Partner closely with Delivery, Customer Success, Recruiting, and Executive Leadership teams to maximize customer value and account growth.; Proactively monitor account health, customer sentiment, and business risks to reduce churn and strengthen long-term partnerships.; Lead account strategy development, including organizational mapping, stakeholder analysis, competitive landscape assessment, growth opportunities, risk mitigation, and executive engagement strategies.; Resolve client escalations and coordinate cross-functional action plans to protect strategic relationships and ensure customer satisfaction.; Maintain accurate CRM data, opportunity tracking, account plans, forecasts, and revenue reporting.; Leverage knowledge of emerging technologies and digital transformation trends to identify new business opportunities within existing accounts.; Report account performance, growth opportunities, risks, and revenue forecasts to Executive Leadership.

Requirements

Bachelor’s Degree in Business Administration, Technology, Engineering, or a related field is desired, or equivalent professional experience.; 8+ years of experience in Account Management, Client Services, Enterprise Sales, or Strategic Customer Success.; 5+ years of experience managing enterprise technology accounts, preferably within Software Development, Consulting, or Technology Services.; Proven track record of growing multi-million-dollar client relationships through upselling, cross-selling, renewals, and expansion.; Strong understanding of Software Development, Agile Delivery, Cloud Technologies, AI, and Digital Transformation.; Proven ability to build and execute strategic account plans focused on revenue growth, wallet share, stakeholder engagement, and risk mitigation.; Demonstrated experience establishing and managing relationships with C-level and senior technology executives, including CIOs, CTOs, VP Engineering, Chief Digital Officers, and Product Executives.; Strong commercial, negotiation, forecasting, and pipeline management skills.; Excellent ability to build multi-threaded relationships across business and technology stakeholders.; Experience using CRM platforms to maintain accurate account, pipeline, and opportunity data.; Strong understanding of customer success principles, account health management, and churn prevention.; Exceptional communication, presentation, negotiation, and relationship-building skills.; Advanced/Fluent English and Spanish proficiency (C1+ / Fluent in both).; 8+ years of Account Management, Enterprise Sales, Client Services, or Strategic Customer Success experience.; 5+ years managing enterprise Technology Services accounts.; Proven track record growing multi-million-dollar accounts through upselling, cross-selling, renewals, and expansion.; Strong C-level relationship management and strategic account planning experience.; Commercial negotiation, forecasting, and pipeline management expertise.; Advanced/Fluent English and Spanish proficiency.

Nice to have

Experience working within a nearshore software development company.; Experience managing Fortune 1000 accounts.; Knowledge of AWS, Azure, Google Cloud, Data Platforms, and Generative AI.; Familiarity with sales methodologies such as MEDDICC, Challenger, or Value Selling.