Director, Enterprise Account Management

Job Title: Director, Enterprise Account Management

Department: Sales

Location: Bay Area, California

Experience Level: Seasoned 10 - 15 years experience

Company : Decklar

Workplace type : Hybrid

About Decklar

Decklar is building the Decision AI platform for real-time supply chain execution. We transform enterprise logistics data into action — reducing risk, preventing losses, and driving measurable financial outcomes. Our customers include Fortune 1000 manufacturers, pharma leaders, retailers, and logistics operators running complex global supply chains.

We are scaling from visibility to execution intelligence. This role sits at the center of that transformation.

Role Summary

The Director of Enterprise Account Management owns strategic Fortune 1000 relationships post-sale and drives expansion across accounts. This leader ensures deployed solutions deliver measurable ROI, expands platform footprint through upsell and cross-sell, and acts as the executive bridge between customer operations, Sales, Value Engineering, and Product Engineering.

This is not a maintenance role. It is a revenue, expansion, and strategic influence role.

Core Responsibilities

Enterprise Ownership

• Own executive-level relationships across assigned Fortune 1000 accounts

• Drive NRR, expansion ACV, and multi-year platform commitments

• Translate operational success into measurable financial outcomes

• Develop and execute account expansion roadmaps

Expansion & Use Case Discovery

• Identify new supply chain use cases within existing accounts

• Expand platform adoption from pilot to enterprise-wide rollout

• Drive upsell across additional business units, geographies, and modes

• Position Decklar as execution intelligence layer across ERP/TMS ecosystems

Technical & Solution Leadership

• Act as the solution voice in new opportunities alongside Sales

• Partner with Value Engineering to quantify ROI and build business cases

• Guide customers through technical architecture discussions

• Ensure deployments are optimized and scalable

AI-Driven Account Management

• Use AI tools for risk pattern detection, opportunity modeling, and customer health analysis

• Leverage predictive analytics to proactively identify expansion triggers

• Build data-backed QBR narratives using operational and financial metrics

• Automate insight generation from shipment, risk, and execution data

Product & Engineering Feedback Loop

• Capture enterprise-grade requirements and convert them into structured inputs for Product

• Prioritize feature requests based on revenue impact

• Participate in roadmap discussions as customer proxy

• Ensure enterprise-readiness in scalability, security, and compliance

Cross-Functional Leadership

• Collaborate closely with Sales, Value Engineering, Product, CARE, and Operations

• Align pre-sales positioning with post-sales execution

• Ensure seamless handoff from new deals into scaled adoption

Required Background

• 10–15+ years in enterprise account management or strategic customer leadership

• Strong supply chain background (logistics, pharma, manufacturing, retail, or 3PL)

• Demonstrated startup experience (Series A–D or high-growth environment)

• Experience managing complex enterprise software deployments at Fortune 1000 companies

• Proven NRR ownership and multi-million dollar expansion track record

• Comfortable in technical discussions (APIs, ERP/TMS integration, data models)

• Strong executive presence with C-level stakeholders

Ideal Profile

• Has built expansion playbooks, not just followed them

• Understands supply chain execution, not just SaaS

• Thinks in ACV, margin impact, and operational KPIs

• Operates with urgency and ownership

• Can move from strategy to execution without bureaucracy

Why This Role Is Different

You are not inheriting a portfolio to “maintain.”

You are building the enterprise expansion engine of a Decision AI platform.

You will:

• Shape how Fortune 1000 companies operationalize AI in supply chain execution

• Influence product direction

• Drive measurable enterprise-level financial impact

• Own revenue growth inside strategic accounts

• Build the model for how Decklar scales enterprise relationships

Compensation

Competitive Bay Area executive package including base, performance variable tied to NRR and expansion ACV, and equity aligned with long-term platform growth.

This role is for someone who wants to build — not manage — the future of AI-driven supply chain execution.

Read more about how Responsible Rebels at Decklar make great things happen!

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