Senior Account Director

Job description

About You You are a strategic and commercially driven Account Director who enjoys building long-term partnerships and uncovering new opportunities within complex enterprise accounts. You understand how to move beyond day-to-day account management to become a trusted advisor to senior business and technology leaders, connecting their priorities and challenges with solutions that create measurable business value. You bring a strong growth mindset to client relationships, combining executive-level relationship building with thoughtful account planning, commercial judgment, and a clear understanding of the technology services landscape. You are comfortable navigating complex organizations, developing multi-threaded relationships, identifying expansion opportunities, and taking ownership of account health, revenue growth, and long-term customer success. You Bring to Applaudo the Following Competencies: Bachelor’s Degree in Business Administration, Technology, Engineering, or a related field is desired, or equivalent professional experience. 8+ years of experience in Account Management, Client Services, Enterprise Sales, or Strategic Customer Success. 5+ years of experience managing enterprise technology accounts, preferably within Software Development, Consulting, or Technology Services. Proven track record of growing multi-million-dollar client relationships through upselling, cross-selling, renewals, and expansion. Strong understanding of Software Development, Agile Delivery, Cloud Technologies, AI, and Digital Transformation. Proven ability to build and execute strategic account plans focused on revenue growth, wallet share, stakeholder engagement, and risk mitigation. Demonstrated experience establishing and managing relationships with C-level and senior technology executives, including CIOs, CTOs, VP Engineering, Chief Digital Officers, and Product Executives. Strong commercial, negotiation, forecasting, and pipeline management skills. Excellent ability to build multi-threaded relationships across business and technology stakeholders. Experience using CRM platforms to maintain accurate account, pipeline, and opportunity data. Strong understanding of customer success principles, account health management, and churn prevention. Exceptional communication, presentation, negotiation, and relationship-building skills. Advanced/Fluent English and Spanish proficiency (C1+ / Fluent in both). Nice to Have: Experience working within a nearshore software development company. Experience managing Fortune 1000 accounts. Knowledge of AWS, Azure, Google Cloud, Data Platforms, and Generative AI. Familiarity with sales methodologies such as MEDDICC, Challenger, or Value Selling. You Will Be Accountable for the Following Responsibilities: Own a portfolio of strategic accounts and corresponding revenue targets, driving long-term growth and customer retention. Develop and execute comprehensive annual account growth plans to increase wallet share and expand Applaudo’s presence within existing clients. Identify and develop cross-sell and upsell opportunities across AI Solutions, Software Engineering, Cloud Services, Data & Analytics, Cybersecurity, Product Development, and Managed Services. Build and maintain trusted relationships with C-level executives, business leaders, and senior technology stakeholders. Lead Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), strategic planning sessions, and technology roadmap discussions. Own expansion pipeline generation, forecasting, growth plans, and achievement of quarterly and annual revenue targets. Coordinate commercial negotiations, renewals, and contract expansions in collaboration with internal stakeholders. Partner closely with Delivery, Customer Success, Recruiting, and Executive Leadership teams to maximize customer value and account growth. Proactively monitor account health, customer sentiment, and business risks to reduce churn and strengthen long-term partnerships. Lead account strategy development, including organizational mapping, stakeholder analysis, competitive landscape assessment, growth opportunities, risk mitigation, and executive engagement strategies. Resolve client escalations and coordinate cross-functional action plans to protect strategic relationships and ensure customer satisfaction. Maintain accurate CRM data, opportunity tracking, account plans, forecasts, and revenue reporting. Leverage knowledge of emerging technologies and digital transformation trends to identify new business opportunities within existing accounts. Report account performance, growth opportunities, risks, and revenue forecasts to Executive Leadership. 8+ years of Account Management, Enterprise Sales, Client Services, or Strategic Customer Success experience. 5+ years managing enterprise Technology Services accounts. Proven track record growing multi-million-dollar accounts through upselling, cross-selling, renewals, and expansion. Strong C-level relationship management and strategic account planning experience. Commercial negotiation, forecasting, and pipeline management expertise. Advanced/Fluent English and Spanish proficiency. About Us We Are Engineered Different. At Applaudo, talented people design, build, and scale meaningful, AI-powered solutions that create real business impact. As an AI-native organization, we collaborate across design, development, cloud, data, and artificial intelligence to turn ideas into scalable products that transform how companies operate, make decisions, and grow. We are building a high-performance culture grounded in five values: Empowering Excellence, Collaborative Teamwork, Unsolicited Respect, Consistent Transparency, and Efficient Communication . These define how we work, how we support one another, and how we hold ourselves accountable. Applaudo is a place for people who want to learn fast, take ownership, and work alongside strong teams they are proud to belong to. Joining us means being part of an organization that is evolving intentionally, investing in modern ways of working, and leading AI-native transformation at scale.