Summary 

This role is responsible for owning, retaining, and growing large, complex Enterprise and Government accounts by driving significant expansion of ARR and durable NRR performance. This role leads strategic account planning, multi-year expansion strategies, account management, and complex renewal negotiations across executive-level, procurement, and compliance-driven buying environments. 

What you'll do

• Own and deliver expansion ARR quota and renewal outcomes within Enterprise and Government accounts. 

• Develop and execute strategic, multi-year account plans focused on long-term value expansion. 

• Lead advanced discovery across executive, users, procurement, security, and technical stakeholders. 

• Navgate regulatory, compliance, and procurement frameworks associated with Enterprise and Government customers. 

• Drive complex expansion negotiations with higher average selling prices and extended sales cycles. 

• Lead and execute the Meddpicc sales process throughout an assignment book on Enterprise clients.   

• Proactively manage renewal risk and pricing strategy to protect NRR performance. 

• Maintain strong forecast accuracy and commercial inspection rigor. 

• Partner cross-functionally to align expansion strategy with delivery capacity and portfolio roadmap. 

• Lead a team approach of resources and elevate account planning standards. . 

• Perform other duties and responsibilities as required to support business needs. 

What you'll bring 

• Exhibits an exceptional degree of ingenuity and creativity. Regularly develops brand new concepts, processes, technologies, scientific principles and/or theories. Regarded as an expert in the field internally and externally.  

• Develops information and technology, which advances knowledge in the field. Discovers unique solutions for technological challenges and/or advancements in an industry.   

• Acts autonomously to uncover and resolve issues associated with new technologies and/or advancements. Work is self-initiated. Serves as a consultant to management to implement new technology and/or advancements. May act as informal team lead, and/or coach to less experienced team members. 

• Serves as a consultant to top management in long-range company planning concerning new or projected areas of technological research and advancement. Prime spokesperson on company's technical capabilities. Frequently interacts with customers or industry thought leaders. 

• Research and develops highly advanced applications resulting in new business opportunities for the company. Erroneous decisions or failures to achieve results may have a long-term negative effect on the organization’s reputation and business posture. 

What you'll offer

• Typical experience: 10+ years in a related role or experience. 

• Actual experience may vary depending on role complexity, geography, and internal development opportunities or a comparable mix of training, education, and experience. 

• Significant experience managing Enterprise or Government account portfolios. 

• Demonstrated ability to drive complex expansion and renewal outcomes. 

• Strong executive presence and strategic negotiation capability. 

• Experience navigating procurement and regulatory frameworks. 

• Ability to travel when needed for cleint and internal meetings. 

Preferred Qualifications 

• Education: University degree preferred. 

• Experience managing multi-year strategic account plans. 

• Experience in regulated industries or public sector environments. 

• Advanced training in structured account planning methodologies. 

Working Conditions & Physical Demands 

This position requires the ability to remain in a stationary position for extended periods and involves frequent use of a computer and other standard office equipment. It also requires effective communication in person and through digital channels, occasional movement within the workspace, and handling of light materials (typically under 10 pounds). Specific vision abilities include close vision and the ability to adjust focus. It may be performed in an office, remote, or hybrid work environment, depending on business needs and applicable work arrangements. Standard working hours apply, though flexibility may be required to accommodate deadlines or collaboration across time zones. Travel may be required depending on business needs. Reasonable accommodation(s) may be made to enable individuals with disabilities to perform the essential functions. 

Title Regulations Statement: The use of the title “Manager or Director” as a suffix in job title reflects functional or project responsibility and does not indicate people management or supervisory responsibilities. The role is classified as an individual contributor position. The title aligns with internal job architecture and may not imply managerial status as defined under local labor or employment regulations. 

The responsibilities listed above are not all inclusive and may be changed at any time based on the needs of the business.