Strategic Accounts Director

Job description

Strategic Account Director Sales · Remote (US) · Full-time I’m Chris Feroli, VP of Sales. And we’re Capsule, a Series A company building AI-powered video tools for enterprise teams. We’re led by two serial founders who have built and scaled creative platforms for hundreds of millions of people. Our investors include Innovation Endeavors, HubSpot Ventures, Bloomberg Beta, Swift Ventures, Human Ventures, and the same investors behind iconic creative tools like Figma, Webflow, Frame.io http://Frame.io, and Replit. We’re growing fast, with real product-market fit and enterprise customers like HubSpot, ServiceNow, Zendesk, VRBO, Instacart, and Carta. We’ve proven we can land the biggest logos in software. Now we need to prove we can grow them. THE ROLE Here’s the opportunity: a handful of the biggest names in software are already using Capsule, and we’ve barely scratched the surface of what they could become. Most of the revenue inside those accounts is still untapped: new teams, new departments, and workflows that should be on Capsule but aren’t yet. Right now, expansion mostly happens reactively. When a renewal comes up, or when a customer happens to ask. We need someone whose entire job is to change that. You’ll own a deliberate portfolio of our largest, highest-potential accounts, and your single focus is to make each one dramatically bigger over the next nine to twelve months. Not by waiting for them to ask, but by knowing their business so well that you see the next opportunity before they do, and making the call that turns one team’s win into a company-wide rollout. This is a brand-new seat reporting into the VP Sales, with direct exposure to our CEO. The accounts you own are the ones that prove Capsule is a true enterprise company. There’s no playbook to inherit here. You’ll help write it, and build the operating system for how Capsule grows its biggest accounts. WHAT YOU’LL OWN - Account growth: Own a portfolio of our largest enterprise accounts on the commercial side, end to end. Build the account plan, drive land-and-expand across departments, and turn single-team adoption into enterprise-wide commitments. - Whitespace mapping: Learn each account’s org chart, use cases, and roadmap well enough to know exactly where Capsule should go next, and then go land it. - The investigative work: Pick up the subtle signal in a call or a message and know the one question to ask to surface the opportunity nobody else connected. Most of the best expansion is hiding in plain sight. - Executive relationships: Build the VP- and C-level relationships that make video a strategic bet instead of a line item, so a champion inside the account is pulling Capsule deeper. - Cross-functional partnership: Lean on Customer Success for adoption and health while you own the commercial story, and be the technically-dangerous resource when an integration opens the next phase of growth. YOU MIGHT BE A FIT IF YOU - Have 5+ years in enterprise account management, strategic sales, or an expansion / account-director role. You’ve owned existing customers and grown them, not just chased net-new, and you’ve got the track record to prove it - Are outcomes-obsessed? You work backwards from what the customer is trying to achieve, not from a playbook, and you know the next move without needing one - Lead with value by default. You never ask before giving. “Can we hop on a call?” isn’t your move; “I built you a thing you’ll want to see, got 10 minutes?” is - Sweat the details and the hospitality. You know the difference between sending a customer a deck and sending one that makes your champion look like a legend in their own org, and you can say why it matters - Are AI-native. You don’t just use AI, you build with it (skills, automations, agents other people rely on), and you have a point of view on how it rewires post-sales - Are product-fluent enough to double as a PM. You’ll learn Capsule cold, spar with engineering and product, and call BS on a bad answer, whether it comes from an LLM or a teammate - Run like an operator. You instrument everything (NRR, expansion ARR, time-to-first-value, champion engagement) and use the data to drive action, not to fill a dashboard - Bring the executive presence to hold a room with a VP or CMO, and a bias to action in a role with no finished playbook BONUS IF YOU HAVE - Sold or expanded into large software / SaaS enterprises (5,000+ employees) - A feel for video, creative, or marketing-ops buyers and what they care about - Stood up an expansion or account-director function from scratch before INTERVIEW PLAN - 30-min intro call with Chris Feroli, VP of Sales https://www.linkedin.com/in/christopherferoli/ (Hiring Manager) - 45-min conversation with Bara Levitt, Head of Customer Success - 45-min conversation with Champ Bennett, CEO & Co-founder https://www.linkedin.com/in/champbennett/ - 60-min working session: walk us through the operating system you’d build in your first 90 days, plus a mock expansion plan for one of our real strategic accounts - Reference checks WHAT WE OFFER - Salary range: $140,000 base / $180,000 OTE + equity - Generous equity package at a fast-growing early-stage startup backed by some of the best investors in the world - Fully remote position in the United States, with periodic travel to key customers and team offsites - A brand-new, high-visibility role you get to define and the accounts that define our enterprise story - Direct access to leadership and real influence on how we build the expansion motion - A product that’s shipping fast and that customers love