Senior Account Director

Senior Account Director

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Senior Account Director based in Canada.

As a Senior Account Director, you will lead enterprise sales across a sophisticated infrastructure software portfolio, building strategic relationships with end-user customers and channel partners. You will own complex opportunities from prospecting and pipeline development through negotiation and close, while acting as a trusted advisor to key accounts. The role combines consultative selling, business development, commercial strategy, and customer advocacy in a highly collaborative environment. You will coordinate cross-functional virtual teams spanning technical, financial, legal, and business functions to deliver compelling customer solutions. Working across multiple business units, you will help shape integrated proposals that address complex enterprise requirements. This is an opportunity to influence significant technology investments while managing high-value customer relationships and commercial outcomes.

Accountabilities:

• Drive direct and channel-partner sales for infrastructure software and services across an assigned territory.
• Serve as the primary sales representative for strategic customer accounts while advocating for customer needs internally.
• Develop and maintain strong relationships with senior customer stakeholders, channel partners, and other key decision-makers.
• Identify new business opportunities, build a healthy sales pipeline, and execute prospecting and business development strategies.
• Lead complex sales opportunities from initial engagement through proposal development, negotiation, contracting, and close.
• Direct cross-functional virtual teams involving technical, financial, legal, and other specialist resources to advance strategic opportunities.
• Collaborate with multiple business units to develop integrated solutions and tailored customer proposals.
• Conduct financial analysis and assess commercial considerations throughout the sales lifecycle.
• Negotiate pricing, contractual terms, and other commercial agreements while balancing customer requirements and business objectives.
• Monitor account and pipeline performance, identify opportunities for expansion, and contribute to long-term revenue growth.
• Represent customer priorities internally and ensure that proposed solutions align with business needs and strategic objectives.

Requirements

• Bachelor's degree or equivalent academic background.
• 12+ years of experience in enterprise infrastructure software sales or a closely related technology sales environment.
• Strong domain expertise in enterprise security solutions.
• Demonstrated success selling directly to end-user customers as well as through channel partners.
• Proven experience managing complex enterprise sales cycles and high-value opportunities.
• Strong prospecting, business development, pipeline generation, and account management capabilities.
• Demonstrated ability to build trusted relationships with senior customer stakeholders and strategic partners.
• Strong leadership skills, with experience coordinating and influencing cross-functional virtual teams.
• Solid understanding of financial analysis, commercial structures, pricing, and contract negotiations.
• Strong negotiation, communication, presentation, and stakeholder management skills.
• Ability to collaborate effectively across multiple business units and specialist functions.
• Strategic and commercially minded approach, combined with strong customer advocacy and problem-solving skills.

Benefits

• Full-time opportunity in a remote work environment.
• On-target earnings (OTE) range of USD 178,300 to USD 285,300, including salary and sales incentive commission, subject to applicable plan documents.
• Eligibility for a competitive new-hire equity grant and annual equity awards, subject to applicable award agreements.
• Medical, dental, and vision benefits.
• 401(k) participation with company matching.
• Employee Stock Purchase Program (ESPP).
• Employee Assistance Program (EAP).
• Company-paid holidays.
• Paid sick leave and vacation time.
• Paid family leave and other applicable leave programs in accordance with relevant laws.
• Opportunity to work with enterprise customers and channel partners on complex infrastructure software and security solutions.
• Exposure to cross-functional, multi-business-unit sales environments and strategic enterprise accounts.