Account Director (West)

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. The Account Director is responsible for driving sustained growth within a portfolio of strategic, high-value customers. This role focuses on expanding wallet share through consultative engagement, maximizing value realization from deployed AI applications, and partnering closely with Engagement Directors and Technical Success Managers to deepen account penetration, identify new use cases, and reduce churn risk. Key Responsibilities Growth Strategy: Develop and execute multi-year strategic plans to expand usage, cross-sell business applications, and increase AI maturity within assigned accounts. Application Expansion & Use Case Development: Partner with Engagement Directors to uncover new GenAI functional use cases, collaborate with Technical Success Managers to increase application consumption, and ensure alignment to outcomes. Churn Mitigation & Risk Management: Identify high-risk buying centers or stalled implementations and coordinate internal teams to re-engage customers with refreshed value narratives and delivery strategies. Cross-Functional Leadership: Orchestrate collaboration across Engagement Directors, Technical Success Managers, and Pre-Sales resources to ensure successful deployments, adoption, and measurable outcomes. Executive Relationship Management: Build and maintain trusted relationships with key customer executives and stakeholders to elevate DataRobot’s position as a strategic partner in their AI journey. Industry Fluency & Vertical Selling: Leverage major/minor vertical alignment to bring consultative insight and guide customers through the AI adoption curve specific to their sector. Internal Coordination & Forecasting: Own account-level planning, forecasting, and renewal coordination in partnership with Engagement Directors; act as the single-threaded leader for strategic revenue growth across assigned accounts. Knowledge, Skills and Abilities Prior sales responsibility within global or large enterprise accounts; with a consistent, proven track record of meeting/exceeding quota. Ability to apply existing customer solutions into repeatable actions and leverage them within an industry sector; experience in FinServ or Heavy Industries is a plus. Experience leveraging a variety of prospecting tools and techniques. Requisite Education and Experience / Minimum Qualifications 12+ years of experience selling enterprise software solutions; 2+ years selling AI-powered services with an industry focus is a plus. Bachelor’s degree or equivalent work experience. Compensation Statement The U.S. annual on-target earnings (OTE) range for this full-time position is between $300,000 and $400,000 USD/year. This range represents a combination of annual base pay and targeted commission. Actual offers may be higher or lower than this range based on various factors, including (but not limited to) the candidate’s work location, job-related skills, experience, and education. DataRobot Operating Principles Wow Our Customers Set High Standards Be Better Than Yesterday Be Rigorous Assume Positive Intent Have the Tough Conversations Be Better Together Debate, Decide, Commit Deliver Results Overcommunicate Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit. DataRobot is proud to be an Equal Employment Opportunity and Affimative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information. All applicant data submitted is handled in accordance with our Applicant Privacy Policy ( Recruitment Scam Alert DataRobot has become aware of scams involving false offers of DataRobot employment. The scams and false offers use imposter websites, email addresses, text messages, and other fraudulent means. None of these offers are legitimate, and DataRobot’s recruiting process never involves conducting interviews via instant messages, nor requires candidates to purchase products or services, or to process payments on our behalf. DataRobot does not ask for money in its recruitment process. DataRobot is committed to providing a safe and secure environment for all job applicants. We encourage all job seekers to be vigilant and protect themselves against recruitment scams by verifying the legitimacy of any job offer before providing personal information or paying any fees. Communication from our company will be sent from a verified email address using the @datarobot.com email domain. If you receive any suspicious emails or messages claiming to be from DataRobot, please do not respond. Don't see the dream job you are looking for? Drop off your contact information and resume and we will reach out to you if we find the perfect fit! #J-18808-Ljbffr