Overview
The Enterprise Account Director is responsible for growing revenue, increasing product adoption, and driving strategic value across a portfolio of enterprise customers.
This is not a traditional account management role.
You will act as a trusted advisor to senior customer stakeholders while identifying opportunities to expand Groupize's footprint through new AI capabilities, workflow automation, additional business units, global deployments, and new product adoption.
Success in this role will be measured by expansion revenue, net Revenue Retention, executive engagement, and customer business outcomes.
You will partner closely with Customer Success, Product, Marketing, and Executive Leadership to ensure customers maximize value while accelerating growth within existing accounts.
Key Responsibilities
Revenue Growth & Expansion
- Own expansion revenue targets across an assigned portfolio of enterprise accounts.
- Identify, qualify, and close cross-sell and upsell opportunities.
- Develop strategic account plans that increase wallet share and product penetration.
- Build multi-year growth strategies for key customer relationships.
- Drive adoption of Groupize AI solutions and emerging platform capabilities.
- Consistently exceed expansion Revenue and Net Revenue Retention targets.
Executive Relationship Management
- Build trusted relationships with senior executives and decision-makers.
- Establish strong multi-threaded relationships across customer organizations.
- Serve as a strategic advisor on meetings, events, travel, spend management, and AI-driven workflow transformation.
- Lead Executive Business Reviews focused on ROI, adoption, innovation, and future growth opportunities.
- Become the voice of the customer internally.
Strategic Account Planning
- Create and maintain account plans that identify stakeholders, business initiatives, risks, opportunities, and expansion pathways.
- Develop territory and account growth strategies based on customer objectives and market trends.
- Partner with Customer Success to proactively manage risk and uncover growth opportunities.
- Leverage customer data, usage insights, and business outcomes to guide account strategy.
AI-Native Selling & Customer Transformation
- Help customers modernize operations through AI-powered workflows and automation.
- Educate customers on emerging Groupize AI capabilities and best practices.
- Use AI tools and customer intelligence platforms to identify growth opportunities and improve sales effectiveness.
- Promote innovation and transformation conversations across the customer base.
Cross-Functional Collaboration
- Partner closely with Customer Success to ensure customer health and adoption.
- Work with Product and Engineering to communicate customer feedback and strategic requirements.
- Collaborate with Marketing on customer advocacy, case studies, references, and executive engagement programs.
- Support strategic renewal efforts to ensure long-term customer growth and retention.
Requirements
- 5+ years in Enterprise Account Management, Strategic Account Management, Customer Growth, or Enterprise SaaS Sales.
- Proven track record exceeding expansion revenue and account growth targets.
- Experience managing Fortune 500 or complex enterprise accounts.
- Demonstrated success selling into executive stakeholders and navigating large organizations.
- Strong consultative and value-based selling skills.
- Experience developing account plans and executing multi-stakeholder sales strategies.
- Excellent communication, presentation, and negotiation skills.
Additional Desired Skills / Background
- Experience with enterprise SaaS, AI platforms, workflow automation, travel technology, meetings and events, procurement, or spend management solutions.
- Experience selling into life sciences, healthcare, financial services, manufacturing, or other regulated industries.
- Familiarity with SAP Concur, travel and expense ecosystems, procurement technologies, or adjacent enterprise platforms.
- Experience using AI tools and data-driven account planning methodologies.
Success Metrics
- Expansion ARR
- Net Revenue Retention (NRR)
- Gross Revenue Retention (GRR)
- Product Penetration
- Executive Sponsor Coverage
- Pipeline Creation Within Existing Accounts
- Multi-Product Adoption
- Customer Advocacy & References
- Forecast Accuracy
What Great Looks Like
In the first 12 months, you'll:
- Build trusted executive relationships across your portfolio.
- Consistently identify and close expansion opportunities.
- Increase product adoption and customer value realization.
- Drive measurable growth within existing enterprise customers.
- Become a strategic advisor helping customers leverage AI and workflow automation to improve business outcomes.
- Contribute directly to Groupize's expansion-led growth strategy.