Sr. Director, Strategic Account Management

Role Description and Mission:

The Strategic Account Manager serves as the primary executive relationship owner and commercial leader for a single, critical Strategic Account. This highly specialized role is responsible for retaining and significantly growing revenue within one of the organization's most valuable partnerships. With clear commercial accountability, the Strategic Account Manager leads the entire lifecycle of the partnership, including Account Management, Expansion/Upsell, and Renewal. This individual operates as a strategic advisor to C-suite and senior stakeholders, developing multi-year strategies that integrate Roadside Assistance (RSA) and Accident Management (AM) solutions to advance partnership maturity and mutual growth.

Key Outcomes: 

• Strategic Revenue Ownership: Own and drive total revenue growth (encompassing both RSA and AM lines of business) across a single assigned Strategic Account, ensuring aggressive financial targets are met or exceeded.
• Executive Relationship Mastery: Build and cultivate deep, high-trust relationships with senior and C-suite stakeholders to understand their evolving business strategy and deepen customer engagement.
• Integrated Solution Design: Collaborate with Product, Marketing, Client Success, and Solutions Consultants to architect and deliver tailored solutions that address the client's complex challenges.
• Long-Term Strategic Planning: Develop and execute sophisticated, multi-year strategic account plans designed to expand the organization’s footprint, deepen product adoption, and advance the overall maturity of the partnership.
• Growth & Expansion: Proactively identify and capture cross-sell and upsell opportunities across the full product suite; translate client insights into actionable growth levers.
• Complex Contract Negotiation: Lead high-stakes contract renewals and commercial negotiations, securing profitable, long-term growth while managing risk and compliance.
• Strategic Business Reviews: Lead regular Strategic Business Reviews (SBRs) with executive leadership to provide strategic insights, ensure satisfaction, and align on the roadmap for delivery improvement.
• Industry & Brand Representation: Represent the organization in client meetings and industry forums to strengthen the partnership and position the organization as an indispensable market leader.

Skills, Education and Experience:

EDUCATION:  A Bachelor’s degree in Business, Marketing, or a related field is required. An MBA or equivalent advanced degree is considered a plus.

EXPERIENCE: 15+ years of progressive experience in Account Management, Enterprise Sales, or Strategic Business Development with a proven record of delivering revenue growth and maintaining long-term enterprise relationships. Demonstrated experience managing complex, multi-product solutions (e.g., integrated RSA and AM) for a single large client.

ROLE BASED COMPETENCIES (KNOWLEDGE, SKILLS & ABILITIES): 

• Strategic Relationship Mastery: Relationship-focused and customer-centric, skilled in managing the nuances of complex enterprise accounts and building consensus among diverse C-level stakeholders.
• Executive Commercial Acumen: Possesses deep business insight; able to identify sophisticated growth levers, understand complex P&L structures, and translate insights into actionable commercial opportunities.
• Cross-Functional Orchestration: Collaborative and proactive, capable of partnering across teams (Product, Marketing, Operations) to deliver integrated Roadside and Accident Management solutions without direct authority.
• High-Stakes Negotiation: An effective communicator and skilled negotiator, capable of driving retention and expansion outcomes in complex, high-value commercial discussions.
• Strategic Discipline: Results-oriented and disciplined, demonstrating exceptional skills in long-term pipeline management and multi-year account planning.

WORKING RELATIONSHIPS:  This role operates at the highest level of the organization, collaborating frequently with the C-Suite, VP of Sales, VP of Product, and Legal. Externally, this individual partners with C-level executives at the client organization.

ADDITIONAL REQUIREMENTS: Willingness to travel frequently as required for high-touch client engagement and strategic reviews.

Hiring In:

• United States: Arizona, California, Florida, Georgia, Illinois, Massachusetts, Michigan, Missouri, New Hampshire, New York State, New Mexico, North Carolina, Tennessee, Virginia

The anticipated closing date to submit applications for this role is 10/26/2026. Join our Greenhouse Candidate Portal to track your application status and receive instant alerts for future openings.