Director of Global Account Management

Accountabilities:

As Director of Global Account Management, you will establish a high-performing account management function that strengthens customer relationships, accelerates recurring revenue growth, and supports the company's global expansion strategy. Your responsibilities will include:

• Lead, develop, and inspire a global team of more than 20 account managers and three team managers, supporting performance and growth across the Americas, EMEA, APAC, and India.

• Own global net revenue retention (NRR) and account expansion targets, developing strategies to drive upselling, cross-selling, recurring revenue growth, and broader platform adoption.

• Build proactive account growth strategies that identify expansion opportunities, strengthen customer relationships, and maximize long-term customer value.

• Coach account managers on communicating the business value of complex technical solutions to CIOs, CISOs, IT directors, and other technical decision-makers.

• Maintain a strong understanding of the product portfolio and cybersecurity ecosystem to help teams address customer needs and position solutions effectively.

• Establish and continuously improve account management best practices, programs, standards, and processes, including account planning, account-based marketing (ABM), pricing strategies, and quarterly business reviews (QBRs).

• Engage directly with customers at different organizational levels to support strategic relationships, resolve challenges, and strengthen the account management function.

• Collaborate with Product Marketing, Product Management, Alliances and Channel, Professional Services, Sales, and executive leadership to communicate customer feedback, influence product roadmaps, and deliver a seamless customer journey.

• Lead strategic initiatives with cross-functional teams to improve account performance, customer experience, and revenue outcomes.

• Partner with Marketing to maintain a consistent brand experience across customer interactions.

• Foster a culture of accountability, continuous learning, constructive feedback, and customer advocacy through hands-on leadership and coaching.

Requirements:

The ideal candidate is an experienced commercial leader with a strong record of growing existing customer accounts, managing global teams, and selling technically complex SaaS solutions. The following qualifications and skills are required:

• At least 8 years of experience leading and managing account management teams.

• A proven track record of driving proactive account expansion, increasing annual recurring revenue (ARR), securing upsells, and retaining key customers.

• At least 3 years of experience selling a SaaS platform within a high-growth, US-based company, serving customers across multiple geographies, including enterprise customers in the United States.

• Experience working with technically complex software platforms and selling to technical buyers.

• Strong leadership skills, with the ability to inspire, coach, and develop team members at all levels.

• Excellent customer advocacy skills, including the ability to listen carefully, articulate positions clearly, challenge assumptions respectfully, and give and receive constructive feedback.

• Creative problem-solving abilities, with a practical approach to identifying obstacles and developing effective solutions.

• A strong outcome-oriented mindset, with the ability to define desired results and collaborate across teams to achieve them.

• Excellent communication, collaboration, facilitation, and presentation skills when engaging with customers, teams, and senior executives.

• Fluency in written and spoken English, as internal communication, interviews, and screening activities are primarily conducted in English.

• Current residence in India and legal authorization to work in the country.

The following experience would be an advantage:

• Previous leadership experience with sales operations or deal desk teams.

• Familiarity with IT infrastructure and identity or access management technologies, such as directory services, LDAP, RADIUS, SAML, multifactor authentication (MFA), and mobile device management (MDM), or comparable complex technologies.

Benefits:

• Fully remote work arrangement within India.

• Opportunity to lead a global team and influence account management strategy across multiple international markets.

• A collaborative, high-growth SaaS environment working on complex IT management and cybersecurity challenges.

• Opportunities to work closely with experienced executive leadership and cross-functional teams.

• A culture that encourages innovative thinking, employee contributions, and the sharing of new ideas.

• Opportunities for professional development, leadership growth, and continuous learning.

• An inclusive, people-first workplace that values diverse backgrounds, perspectives, and experiences.