Director, Account Development

Overview:

We are seeking a strategic and results-driven Director of Account Development to lead our growing Account Development Team. In this role, you will be responsible for overseeing the retention, growth, and expansion of existing client relationships while guiding the team in onboarding and developing new business opportunities. You will play a critical leadership role in setting the vision, processes, and performance expectations that drive client success and revenue growth.

This role spans team leadership, account strategy, and marketing execution—including planning and executing lead generation efforts to fuel pipeline growth. While the focus is on driving results through client engagement and business development, it does not include operational execution or delivery responsibilities. As a key contributor to the company’s growth, your compensation will include a backloaded, performance-based incentive plan directly tied to your success in achieving KPIs such as account retention, revenue expansion, upsell performance, and client satisfaction.

Job Responsibilities:

Client Retention & Growth

• Oversee and coach Account Managers responsible for maintaining and growing client relationships across SMB and Mid-Market segments.
• Develop and implement structured engagement plans (MBRs/QBRs, adoption check-ins) to ensure alignment with client goals and drive long-term value.
• Partner with clients to understand and support their short and long-term initiatives.
• Ensure consistent forecasting of client activity and revenue at monthly, quarterly, and annual intervals.
• Review and ensure documentation of key meetings, action plans, and next steps in the CRM; hold team accountable for timely follow-through.
• Lead strategic upsell and cross-sell initiatives in collaboration with Operations and Sales teams.
• Serve as the executive point of escalation and lead discussions on client risk, satisfaction, and expansion opportunities.
• Work cross-functionally to resolve client issues, support RFP/RFI and due diligence processes, and ensure seamless execution of client-driven requests.

Team Leadership & Strategy

• Hire, train, and manage a high-performing team of Account Managers; drive a culture of accountability, collaboration, and client-centricity.
• Define and iterate on account segmentation models, coverage strategies, and engagement playbooks.
• Set performance expectations, develop KPIs, and conduct ongoing coaching to optimize individual and team outcomes.
• Foster team collaboration with Sales, Operations, and Leadership to ensure consistent client messaging and execution.
• Serve as a thought partner to leadership in shaping overall revenue and retention strategy.

Marketing & Demand Generation

• Develop and execute lead generation strategies to drive pipeline growth and support Account Manager success.
• Build outreach campaigns, email cadences, and content that align with segmentation strategies and client profiles.
• Manage the creation and deployment of sales collateral, presentation decks, and other client-facing assets to support business development efforts.
• Monitor campaign performance, outreach engagement, and conversion data to refine messaging and improve results.
• Leverage CRM tools (e.g., HubSpot) to manage prospecting workflows, track outreach efforts, and ensure lead visibility across the team.
• Identify areas to scale demand generation efforts over time, with the goal of building a repeatable, metrics-driven growth engine.
• Collaborate cross-functionally with Legal, Compliance, and Executive Leadership to ensure all marketing content and outreach efforts meet regulatory, brand, and strategic requirements.

Sales Enablement & Communication

• Guide the development and execution of inside sales strategies to maximize account potential.
• Collaborate with Revenue, Compliance, and Operations leadership to ensure full lifecycle alignment across client success and delivery.
• Deliver presentations and proposals that reflect client goals, business value, and strategic partnership opportunities.
• Ensure consistent, high-quality communication with clients and internal stakeholders at all stages of the account journey.

KPI-Driven Accountability

• Own and track performance metrics related to revenue retention, account expansion, lead conversion, and client satisfaction.
• Ensure the team meets or exceeds targets for outreach activity, upsell performance, and account health scores..
• Participate in a performance-based compensation program tied to the achievement of strategic and financial goals

Qualifications:

• 3+ years of experience in account management, client development, or inside sales
• Proven success managing a large client base and driving revenue growth through cross-sell/upsell strategies
• Experience in managing a pipeline and documenting pipeline activities
• Exceptional verbal and written communication skills
• Strong cold-calling and lead generation skills
• Comfortable with daily call goals and weekly/monthly revenue targets
• Ability to build and maintain strong relationships across all levels of an organization
• Deep understanding of client needs with the ability to advocate effectively on their behalf
• High energy, positive attitude, and a growth mindset
• Strong organizational skills and attention to detail
• Experience conducting structured MBRs/QBRs
• Self-motivated, goal-oriented, and results-driven
• Experience in a fast-paced, high-growth B2B environment
• Familiarity with CRM systems and sales enablement tools

Total compensation for this role includes a base salary of $90k - $140k, $10,000 in employer-sponsored life insurance, health insurance, a 401(k) employer match, and Flexible PTO policy. Travel-related expenses will also be reimbursed.

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