In-Account Business Development Director (Account Director)

Job description

About the Role We’re hiring an Account Director to drive consultative growth across a portfolio of clients, leading enterprise-scale digital and AI-enabled transformation initiatives. At Phase2, we create custom digital products to solve complex business problems, partnering with clients to build tailored solutions rather than selling SaaS or subscription-based software. This is a quota-carrying, in-account growth role for someone who thrives in a fast-paced environment, leads with insight, and diagnoses business problems before prescribing solutions. You’ll challenge assumptions, navigate objections, and build business cases that unlock meaningful investment. This role demands a consultative selling and strategic mindset. Success requires the ability to sell vision, outcomes, and transformation, often before clients fully understand what they need. You will operate at the intersection of digital experience, technology modernization, and transformative AI, helping clients move from fragmented initiatives to integrated, high-impact solutions. This position reports to the SVP, Account Management Base salary: $110,000–$150,000 On-Target Earnings (OTE): $135,000–$200,000 Commission: $25,000–$50,000 annually at 100% of quota; uncapped commission potential Who You Are A consultative seller and portfolio growth strategist. Thrive in a fast-paced environment where solutions must be shaped in real time. Ask sharp questions, uncover root problems, and reframe client thinking. Are comfortable pushing back, handling objections, and navigating complexity. Can translate digital and AI capabilities into the business outcomes that executives care about. Know how to sell services, platforms, and transformation. A hands-on closer who can own the vision, shape the strategy, and execute the deal. What You'll Do Drive In-Account Pipeline and Revenue Growth Generate a robust pipeline that leads to closing $5M+ in new revenue within 12 months across an existing portfolio and newly signed clients. Proactively identify areas of opportunity within accounts, lead the complete sales cycle from discovery and rigorous qualification through to pitch, strategic pricing, proposal, negotiation, and close. Maintain clean, accurate forecasting and pipeline hygiene in Salesforce. Shape deal strategy, pricing, and scope for high-value digital and AI engagements. Navigate objections, procurement hurdles, and ambiguity with confidence. Sell Digital & AI Solutions Translate AI and digital capabilities into measurable business impact using value-selling methodologies. A thought leader who guides clients through practical and transformative AI integration across marketing, content, IT, and digital operations. Position AI, digital experience, and modernization as business imperatives. Build compelling value narratives tied to ROI, risk reduction, speed, and competitive advantage. Translate complex technology concepts into clear executive-level business cases. Act as a Trusted Client Advisor Build deep relationships with Senior and C-Suite stakeholders within accounts. Serve as a point of escalation, balancing client needs with internal delivery realities. Partner closely with delivery, strategy, and leadership teams to ensure successful outcomes. Represent Phase2 at industry events and maintain an active, credible thought leadership presence. Travel to client sites, internal offices, or industry events as needed (typically up to 20%). Other Ways You’ll Make an Impact Collaborate with cross-functional teams to shape and deliver solutions that drive measurable value. Champion client successes internally by ensuring visibility across teams and leadership. Support marketing in developing case studies and thought leadership, highlighting client impact. Maintain strong leadership presence within accounts by positioning forward-looking, strategic work that aligns with where the market is headed. Collaborate with platform and technology partners to identify and pursue co-selling opportunities. Contribute to a culture of performance, knowledge-sharing, and sales excellence. What You'll Need 10+ years of consultative digital sales experience within an agency, consultancy, or transformation-led firm, with a strong track record of growing existing client relationships Success in overseeing client portfolios contributing $5 million+ in revenue annually. Ability to generate $5M+ in sales, including expansions and renewals, within the assigned portfolio within 12 months. Strong understanding of digital experience, platforms, and AI-enabled solutions. Comfort operating in ambiguity and shaping solutions collaboratively with clients. Experience influencing senior executives through strategic insight, persuasive communication, and effective negotiation. What Will Immediately Set You Apart Experience navigating legacy systems, organizational resistance, and competing priorities. Ability to clearly generate buyer demand and articulate why clients need to act now. Demonstrated use of AI in your own workflow and client conversations. What Would Be Nice to Have Experience in regulated industries (e.g., healthcare, pharma, wellness, financial services). Familiarity with platforms like Drupal, Acquia, Adobe Experience Cloud, Optimizely, or similar DXPs. Demonstrated thought leadership (e.g., panels, blog posts, speaking engagements) in AI or digital transformation. What Success Looks Like You consistently hit or exceed $5M+ in annual sales Your pipeline is active, qualified, and forecastable Clients see you as a strategic partner , not a vendor You’re shaping client roadmaps and influencing long-term investment decisions You’re trusted internally to handle the most complex, high-stakes opportunities What You'll Get Fully Remote Work from anywhere with the support of a remote-first team and flexible culture. Competitive Compensation Your salary is determined based on experience, education, certifications, skills, and current market conditions. Comprehensive Benefits Full coverage including medical, dental, vision, life insurance, and disability. We also offer supplemental insurance options through Aflac and Transamerica. Wellness That Rewards You Our fun and interactive wellness program offers rewards for participation. Retirement Savings A 401(k) with a 3% employer contribution–no match required and 100% vested after just 90 days. Generous Time Off You’ll start with 16 paid vacation days, 4 personal days, and 1 volunteer day each year. Vacation and personal time increase with your tenure, recognizing your continued contributions. Paid Parental Leave We offer up to 12 weeks of fully paid leave for birthing parents and up to 6 weeks of fully paid bonding leave, based on your tenure. This includes support for adoption and foster placement, along with the option to extend time off through additional unpaid leave. Family-Building Support Inclusive fertility, adoption, and surrogacy benefits through Kindbody, along with virtual health coaching and care navigation. New Hire Office Stipend Receive a $500 stipend to personalize and equip your home workspace for success. What the Environment Looks Like Physical Demands Frequently remain in a stationary position, often standing or sitting for prolonged periods of time. Occasional adjusting or moving of light objects up to 20 pounds in all directions. Continuous communication on live video chats, calls, and through emails and messaging platforms for the purpose of exchanging information. Continuous repetitive movements that may include the wrists, hands, and/or fingers. Travel, sometimes frequent, is expected. Mental Demands Comprehension - Must continuously be able to understand directions and adhere to established procedures. Must also be able to gather information from clients and employees and synthesize this information in a meaningful way. May also be responsible for making improvements or recommendations to existing procedures. Organization - Must continuously be able to gather and classify information, store information learned from conversations and communications, and then be able to quickly recall, interpret, and explain information. Reasoning and Decision Making - Must continuously use logic to analyze and interpret information, and prioritize. Communication - Must continuously express or exchange ideas and meaning with employees and clients. Resilience - Must continuously adapt well in the face of workplace stressors. About Phase2 Our remote first employees join and stay at Phase2 to be a force . In pursuit of digital experience that advances the human experience, you will do your best work, live fully, and succeed as a team. Phase2 a digital agency passionate about customer experience, grounded in data & insights, and rooted in more than two decades of successful technology delivery. We guide industry-leading companies to what’s next in their digital landscape. And it all begins with finding the right people who align with our values and passion for impact.