Senior Director, Strategic Accounts

The opportunity

Our client is seeking a Senior Director, Strategic Accounts to lead accelerated growth across its most important global enterprise relationships. The company has successfully transitioned to a pure-play software and analytics platform and is now experiencing accelerated growth. This is an opportunity to shape how the world’s largest institutional CRE investors and brokers adopt next-generation analytics at scale.

Reporting to the SVP, Sales, the Senior Director, Strategic Accounts will be accountable for revenue growth, retention, expansion, customer adoption, and long-term enterprise value. You will lead the strategy and execution behind the company’s largest enterprise opportunities while building a high-performing Strategic Accounts team accountable for near-term revenue delivery and multi-year expansion across these relationships.

In this senior commercial leadership opportunity, you will lead complex multi-year SaaS opportunities, strengthen relationships with senior customer executives, and bring market and customer insight into decisions across Product, Marketing, Customer Success, Account Management, and executive leadership. Your leadership will connect customer strategy, commercial execution, and enterprise priorities to deliver sustainable growth across a critical part of the business.

Based in New York City or the surrounding Tri-State area, this role includes working onsite as needed to collaborate with senior leadership and support customer engagement. With up to 30% travel, you will maintain regular in-person visibility with the leadership team and customers for relationship management, strategic meetings, and deal closure.

Why this role

Own a significant growth mandate. Lead the strategy behind some of the company’s most important enterprise relationships, with direct influence on revenue growth, retention, expansion, customer adoption, and long-term enterprise value.

Lead enterprise sales at the highest level. Shape complex, multi-year SaaS opportunities and executive relationships with leading institutional CRE investors and brokers. Bring the commercial judgment and strategic leadership required to navigate high-value opportunities and deliver meaningful outcomes for both customers and the business.

Influence the business beyond the customer relationship. Bring market intelligence and customer insight into enterprise decisions across Product, Marketing, Customer Success, Account Management, Sales Operations, and executive leadership, helping shape priorities, strengthen the customer proposition, and unlock new sources of growth.

Build and lead a strategic growth function. Develop a high-performing Strategic Accounts team while strengthening the strategy, operating model, and commercial discipline behind the function. This is an opportunity to broaden your leadership impact across revenue, people, customers, and strategy while playing a visible role in the company’s next phase of growth.

You will

• Set the strategic direction. You will define and execute the global strategic accounts strategy, identifying the greatest opportunities for growth, expansion, retention, and long-term customer value. You will translate that strategy into clear priorities, account plans, pipeline expectations, and actions for the team.
• Lead the largest opportunities. You will personally engage in complex enterprise sales and strategic partnership opportunities, particularly those involving multi-million-dollar potential, multiple decision-makers, and new commercial or pricing models. You will navigate conversations across C-suite executives, procurement, operational leaders, and end users to build alignment and move opportunities forward.
• Grow strategic partnerships. You will develop deep, executive-level relationships with key customers, particularly commercial real estate service providers whose scale and user base make them strategically important to the business. You will identify opportunities to expand partnerships, introduce new technology, increase adoption, and create longer-term customer value.
• Stay close to the customer. You will balance executive-level relationship management with the ability to get into the details when needed. You will understand how customers are using the platform, where adoption is succeeding or stalling, what their teams need to accomplish, and where those insights can create opportunities for expansion or product development.
• Build the team. You will lead, coach, and develop Strategic Account Executives and Account Managers, establishing clear expectations, strengthening sales capability, and helping the team move from transactional execution toward more strategic enterprise account leadership.
• Create commercial discipline. You will lead forecasting, pipeline planning, account planning, revenue reviews, and strategic opportunity management. You will use data and customer insight to identify risks, prioritize opportunities, and keep the team focused on the activities with the greatest commercial impact.
• Connect the organization. You will bring customer insight into conversations with Product, Marketing, Customer Success, Sales Operations, and executive leadership. You will help translate nuanced customer needs into practical actions while advocating for solutions that can scale across the broader customer base.
• Support adoption and long-term success. You will work with internal teams to ensure strategic customers have a clear path from sale through onboarding, adoption, value realization, renewal, and expansion. You will help maintain the thread between what was promised commercially and what customers ultimately experience.
• Lead globally. You will work with global teams and stakeholders in adapting your communication and availability to support a global customer and team environment.
• Represent the business externally. You will build relationships across the commercial real estate ecosystem, participate in industry conversations, and bring an informed perspective on customer needs, market developments, technology, data, and emerging opportunities.

You bring

• The enterprise sales experience. You have built a strong track record in complex B2B enterprise sales, strategic accounts, or strategic partnerships, with experience navigating multi-level buying organizations and sophisticated commercial negotiations. You are comfortable operating on large, complex opportunities. You have a confident executive presence and can engage executive leadership, including C-suite and board-level stakeholders, in high-level business discussions.
• The commercial real estate perspective. You bring commercial real estate experience, ideally working with brokers, service providers, investment organizations, valuation, technology, or another part of the CRE ecosystem. You understand the industry and can speak credibly with senior customers about their business. Experience selling into CRE service providers is particularly valuable.
• The strategic account mindset. You know how to think beyond the immediate transaction. You can identify the broader opportunity within an account, build a long-term strategy, understand multiple stakeholder needs, and create a path from an initial opportunity to broader adoption and expansion.
• The leadership experience. You can quickly establish credibility with senior decision-makers and clearly communicate complex commercial ideas. You have experience leading, coaching, mentoring, or developing sales talent. You know how to establish accountability while giving experienced people the space to perform, and you are motivated by the opportunity to build capability within a developing strategic accounts organization.
• The operational discipline. You bring strong skills in forecasting, pipeline management, planning, and commercial execution. You prioritize maintaining the bigger strategic picture while getting into the details, from pricing and deal structure through customer onboarding, adoption, and account performance.
• The customer orientation. You understand that enterprise selling is a long game. You are prepared to invest in relationships and stay engaged through the customer’s journey rather than treating the signed agreement as the finish line. You can balance immediate revenue objectives with the longer-term health and value of the partnership.
• The adaptability. You are comfortable operating in an environment where not every opportunity has an established playbook. You can work through ambiguity, bring structure to complex situations, and collaborate with internal teams to develop new approaches when customer needs require them.
• The global mindset. You have experience working across geographies, cultures, and time zones and understand that a senior commercial leadership role sometimes requires flexibility beyond a traditional nine-to-five schedule.

What you can expect from our interview process:

• A virtual interview with a Talent Advisor to discuss your interest in the role and your experience. The conversation will be recorded using BrightHire, an AI-powered video interview tool. More details will be shared when you are invited to interview.
• A virtual interview with the current Strategic Accounts leader, focused on your enterprise sales experience, strategic account approach, commercial judgment, and leadership style.
• A virtual interview with a senior peer leader, focused on your ability to collaborate across the business, influence stakeholders, and navigate complex customer situations.
• A virtual interview with the SVP, Sales, focused on strategic leadership, revenue growth, executive presence, and your vision for developing the strategic accounts function.
• A final virtual interview with senior executive leadership, focused on your ability to operate at the executive level, lead through transformation, and build long-term customer and business value.

Should you require accommodation in any aspect of the selection process, please contact us at View email address on click.appcast.io, and we will be happy to help.