Senior Account Director, In-Account Growth

How we work with clients

Every engagement is shaped around a specific client problem, and you own your accounts end to end. You sit with clients to understand what's getting in their way, then bring the technical depth to shape the answer: how the solution is architected, what data and cloud infrastructure it depends on, and what's feasible before it reaches a proposal. You scope it, price it, and stand behind it. After the signature you stay close through delivery, escalations, and renewals, keep the account healthy, and turn every win into the next opportunity. You own the sales strategy for your accounts, build the value story executives will fund, and bring the market insight that shows clients why now.

Core strengths for this role

AI fluency across product and tech. You know how AI systems are put together: the models, retrieval, orchestration, and the cloud infrastructure that makes them run. You can talk use cases fluently with a business leader, then go just as deep on context engineering and semantic data with their architects.

A working grasp of modern platforms and data. You know how DXPs, cloud, data platforms, and integrations fit together, and why modernization efforts stall. You can follow a solution architect's whiteboard and explain it to a CFO.

Experience-led thinking. You see how customer experience, content, and marketing technology drive business results, and you can connect a CMO's goals to a CTO's roadmap in the same account.

Consultative deal leadership. You diagnose before you prescribe. You shape custom engagements with our experts, price them around outcomes, and build the business case that gets executives to commit.

Proactive ideation. You don't wait for clients to come to you. You seek them out and build a flywheel of referrals and outreach inside each account, turning one team's win into an introduction to the next team, department, or business unit. You bring clients new ideas, a point of view on what they should do next, and a clear case for why it matters, often before they've recognized the need themselves.

Market and industry insight. You're the person who sees a new model or agent framework and immediately thinks about which client it could help. You know where AI is heading, you get excited about putting it to work in Phase2's emerging solution areas, and you share what you learn with our teams as readily as you bring it to clients as a point of view on why now. You also know our clients operate where the stakes are high and the margin for error is small, so you sell trust as confidently as innovation. AI built on Phase2's trust pillars, with trusted data, connected systems, and the right safeguards, is AI they can put into production and stand behind.

Trusted partnership. You build relationships that last beyond the deal, earning trust from client executives and from the Phase2 teams who deliver the work.

What you'll do

Grow your accounts

• Build and close $7M+ in your first 12 months by growing your accounts: expanding into new departments, business units, and service lines, and bringing clients larger, more strategic programs that build on the work already in place
• Know your clients' business well enough to see the next problem before they ask, and build the case for solving it
• Run the full cycle yourself: discovery, qualification, solution shaping, proposal, negotiation, and close. You price around the outcomes and impact you deliver, not just the hours it takes
• Keep your Salesforce pipeline accurate and your forecast something leadership can plan around

Shape the deal with the people who'll deliver it

• Work side by side with solution architects, strategists, and delivery leads to scope work that is ambitious, realistic, and profitable
• Price custom engagements, including outcome-based and roadmap-driven models, not just hours
• Write and present proposals and SOWs that executives will fund and our teams can deliver
• Handle procurement, legal, security reviews, and compliance questions common in healthcare and life sciences

Be the client's trusted advisor

• Build relationships across the C-suite and the teams below them, in both marketing and technology
• Turn AI, data, and platform capabilities into plain business outcomes: revenue, cost, risk, speed
• Stay close to active engagements: lead regular account relationship calls, support the project team, and keep a steady read on client health, so you catch issues early and see the next opportunity first
• Own escalations with confidence, bringing the client and our team together and constructively challenging both to reach the best possible outcome
• Make sure client wins are visible inside Phase2, and help marketing turn them into case studies

Represent Phase2 in the market

• Co-sell with platform and technology partners at the executive level
• Speak at industry events, conferences, and panels as a recognized voice on AI and digital transformation, influencing the conversation and elevating Phase2's position in the market
• Travel to client sites, Phase2 gatherings, and events as needed (typically up to 25%)

What you bring

• 10+ years selling and growing accounts at a technical or product-focused agency, systems integrator, or technology consultancy. You've sold work that a team of people then delivered.
• A proven track record of leading client portfolios worth $7M+ a year and growing them by expanding into new areas of the business
• Experience scoping and pricing custom engagements with delivery teams, including SOWs, retainers, or outcome-based models
• Real fluency in today's technology landscape: DXPs and CMS platforms, cloud, data platforms, integrations, and how enterprise AI systems are built and governed. You can translate technical solutions into clear business terms.
• Comfort selling to both marketing and technology leaders, often in the same account
• Experience influencing senior executives through insight, clear writing, and sound negotiation
• You use AI as an accelerator in your own work, to sharpen account research, build stronger points of view, and move faster from idea to proposal, amplifying what you can deliver for every account

What will set you apart

• You've sold AI, data, or platform modernization work that actually made it to production, and can tell us what made it stick
• You've worked in regulated industries such as healthcare, life sciences, pharma, or financial services, government, and know how HIPAA, FDA, privacy, and security reviews shape a deal
• You have hands-on experience with Drupal, Optimizely, Adobe Experience Manager, Sitecore, or similar DXPs, or with Epic and EHR integration
• You've navigated legacy systems, organizational resistance, and competing priorities to get a client to commit
• You can create urgency: you can explain why a client needs to act now, not next fiscal year
• You have a visible point of view on AI or digital transformation through speaking, writing, or panels
• You've co-sold with platform or cloud partners

What success looks like

• You hit or beat $7M+ in annual sales
• Your pipeline is real: qualified, active, and forecastable
• Clients treat you as a strategic partner who shapes their roadmap, not a vendor who answers RFPs
• Leadership trusts you with the most complex, highest-stakes opportunities

Compensation

• Base salary: $115,000–$160,000
• On-target earnings (OTE): $165,000–$240,000
• Commission: $50,000–$80,000 a year at 100% of quota, uncapped

Salary is based on experience, skills, certifications, and current market conditions.

What you'll get

• Fully remote: work from anywhere with a remote-first team and a flexible culture
• Comprehensive benefits: medical, dental, vision, life insurance, and disability, plus supplemental options through Aflac and Transamerica
• Wellness program: rewards for participation
• 401(k): 3% employer contribution, no match required, 100% vested after 90 days
• Time off: 16 vacation days, 4 personal days, and 1 volunteer day to start, increasing with tenure
• Paid parental leave: up to 12 weeks fully paid for birthing parents and up to 6 weeks fully paid bonding leave, based on tenure, including adoption and foster placement, with the option to extend through unpaid leave
• Family-building support: fertility, adoption, and surrogacy benefits through Kindbody, plus virtual health coaching and care navigation
• Home office stipend: $500 to set up your workspace

What the environment looks like

Physical demands

• Frequently remain in a stationary position, often standing or sitting for long periods
• Occasionally adjust or move light objects up to 20 pounds
• Continuous communication on video calls, phone, email, and messaging platforms
• Continuous repetitive movements of the wrists, hands, and fingers
• Travel, sometimes frequent, is expected

Mental demands

• Comprehension: understand directions, follow established procedures, and synthesize information from clients and colleagues; may recommend improvements to procedures
• Organization: gather, classify, and store information from conversations, then recall, interpret, and explain it quickly
• Reasoning and decision making: use logic to analyze information and prioritize
• Communication: exchange ideas clearly with colleagues and clients
• Resilience: adapt well under workplace stress

Equal Employment Opportunity (EEO)

Phase2 is an Equal Opportunity Employer and complies with all applicable laws regarding non-discrimination and affirmative action. We encourage applications from all qualified individuals without regard to race, color, religion, gender, sexual orientation, gender identity, national origin, disability, age, or any other protected status. We are committed to providing reasonable accommodations to applicants with disabilities throughout the recruitment process.