Director of Strategic Accounts

Director, Strategic Accounts

FLSA Status: Exempt

Department: Sales

Location: Remote; preference for candidates located in the Eastern U.S. Up to 50% travel required.

Reports to (Title): Senior Vice President, Business Development

The expected annualized on-target earnings (OTE) for this position is between $180,000 and $225,000, which consists of annual base salary and annual commission target for the role.

Brief Summary of Position:

The Director of Strategic Accounts plays a pivotal role in driving growth across Maury Microwave's most important customers. This position is responsible for developing and executing account-specific strategies that expand Maury's footprint across assigned strategic accounts. Success will be measured by achieving bookings targets by month, quarter, and year, by product line and region, while building deep, collaborative relationships that ensure long-term partnership and revenue growth.

The role operates in a fast-paced, dynamic environment that may at times be demanding or stressful, requiring composure and focus under pressure.

This role requires a proactive, highly organized sales professional who combines strategic planning, disciplined execution, and cross-functional collaboration to maximize Maury's share of wallet within each strategic account.

Essential Functions of the Position:

I. Account Strategy and Planning

• Develop and maintain a comprehensive strategic plan for each named account, including site mapping, key contacts, active programs, and emerging opportunities.
• Analyze account structure and identify key stakeholders, decision-makers, and influencers across global locations.
• Collaborate with manufacturer's sales representatives and internal teams to identify champions, advocates, and target opportunities within each account.
• Build multi-year account penetration strategies designed to maximize Maury product and software adoption.

II. Sales Execution

• Achieve assigned bookings targets by month, quarter, and year across all product lines and service offerings.
• Identify, qualify, and close opportunities through consistent customer engagement, presentations, demonstrations, and proposal development.
• Leverage CRM tools to manage pipeline accuracy, forecast bookings, and track activity against strategic account goals.
• Ensure Maury solutions are positioned as preferred choices within customer technical ecosystems and procurement channels.

III. Cross-Functional Collaboration

• Work closely with other Directors of Strategic Accounts who share overlapping named accounts to ensure unified strategy, account coverage, and communication.
• Partner with Subject Matter Experts (SMEs), Application Engineers (AEs) to deliver tailored technical and commercial solutions.
• Provide feedback to internal teams on customer needs, competitive positioning, and emerging trends to inform future roadmap and strategy.

IV. Performance and Continuous Improvement

• Track progress through quantitative metrics (bookings, opportunities, conversion rates) and qualitative KPIs (customer engagement, pipeline activity, strategy execution).
• Regularly review and adjust account action plans to ensure alignment with business objectives and evolving customer requirements.
• Maintain an ongoing rhythm of communication with customers to anticipate needs, address concerns, and reinforce Maury's value proposition.
• Contribute to team knowledge-sharing and mentoring of peers in strategic account management best practices.

V. Key Performance Indicators (KPIs)

• Achievement of monthly, quarterly, and annual bookings targets by product line.
• Accuracy of sales forecasts and pipeline reporting, measured by consistency between forecasted and actual bookings, and maintained within acceptable variance thresholds.
• Development and execution of measurable account strategies and action plans.
• Growth of Maury content and share of wallet within each named strategic account.
• Effective collaboration with internal stakeholders and external representatives.
• Accuracy and completeness of CRM data, forecasts, and account reporting.

Essential Qualifications

• 5+ years of experience in technical sales, account management, or business development within the RF, microwave, or test & measurement industries.
• Proven track record managing and growing complex, multi-site strategic accounts.
• Strong interpersonal and communication skills with the ability to influence at all levels of customer organizations.
• Experience with CRM tools (e.g., Salesforce) and disciplined sales pipeline management.
• Familiarity with Maury's core product lines.
• Demonstrated ability to work independently while collaborating effectively across functions and geographies.
• Self-motivated and capable of operating independently, taking full ownership of the sales process from concept through execution and measurable results.

Maury Microwave is an Equal Opportunity/Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected Veteran Status, or other characteristics protected by applicable federal, state or local law.