Account Director

Henderson Drake Ltd; Österreich; On-site; EUR 90,000 - 140,000; Full time

Job summary

Henderson Drake Ltd in Austria is seeking an experienced Account Director to manage and grow a portfolio of strategic customers in the enterprise SaaS space.

You will focus on renewals, expansion and cross-sell, building strategic account plans and driving solution adoption across Austria. You will engage CFOs, IT leaders and executives, constructing business cases and commercial agreements to support complex sales cycles.

Qualifications

• 5–10+ years of B2B enterprise sales experience.
• Proven track record of revenue retention and renewal targets.
• Experience growing existing enterprise accounts via upsell and cross-sell.
• Comfort with C-level and senior executive stakeholders.
• CRM experience with Salesforce.
• Fluent German and English; based in Austria.

Responsibilities

• Managing and growing a portfolio of enterprise customer accounts across Austria.
• Driving renewals, expansion, upsell and cross-sell opportunities.
• Building strategic account plans and identifying opportunities for wider solution adoption.
• Developing relationships with CFOs, finance leaders, IT stakeholders and executive sponsors.
• Creating pipeline through direct prospecting, customer relationships and partner channels.
• Leading consultative sales conversations around customer priorities, transformation goals and business challenges.
• Building business cases, proposals and commercial agreements to support complex enterprise sales cycles.
• Working closely with Customer Success, Presales, Alliances, Marketing and Business Development teams.
• Managing pipeline, forecasting and CRM activity accurately.
• Identifying opportunities to expand use cases and increase customer value over time.
• Negotiating complex commercial agreements across renewals and expansion opportunities.

Skills

Enterprise SaaS sales

B2B sales

C-level engagement

Multi-stakeholder sales

Negotiation

Pipeline development

Tools

Salesforce

Job description

We are supporting a global enterprise software business that is looking to appoint an experienced Account Director to manage and grow a portfolio of strategic customers across Austria.

This is a senior enterprise sales role focused on developing existing customer relationships, driving renewals, expansion, upsell and cross-sell opportunities, and increasing solution adoption across a defined territory.

The role would suit someone with a strong background in enterprise SaaS sales who is comfortable managing complex customer relationships, building pipeline within existing accounts, and working closely with senior business and technology stakeholders.

What you'll be doing

• Managing and growing a portfolio of enterprise customer accounts across Austria
• Driving renewals, expansion, upsell and cross-sell opportunities
• Building strategic account plans and identifying opportunities for wider solution adoption
• Developing strong relationships with CFOs, finance leaders, IT stakeholders and executive sponsors
• Creating pipeline through direct prospecting, customer relationships and partner channels
• Leading consultative sales conversations around customer priorities, transformation goals and business challenges
• Building business cases, proposals and commercial agreements to support complex enterprise sales cycles
• Working closely with Customer Success, Presales, Alliances, Marketing and Business Development teams
• Managing pipeline, forecasting and CRM activity accurately
• Identifying opportunities to expand use cases and increase customer value over time
• Negotiating complex commercial agreements across renewals and expansion opportunitiesSupporting and mentoring wider sales colleagues where appropriate

What we're looking for

• 5-10+ years of B2B enterprise sales experience, ideally within SaaS or enterprise software
• Proven track record of achieving or exceeding revenue and retention targets
• Strong experience growing existing enterprise accounts through renewals, upsell and cross-sell
• Confidence working consultatively with C-level and senior executive stakeholders
• Experience managing complex, multi-stakeholder enterprise sales cycles
• Strong commercial, negotiation and strategic account planning capability
• Ability to build pipeline independently as well as through internal and partner channels
• Experience using CRM platforms such as Salesforce
• Strong presentation, communication and relationship-building skills
• Previous experience within EPM, CPM, finance software or wider enterprise technology would be highly beneficial
• Understanding of finance, accounting or corporate performance management would be advantageous
• Fluent German and English are essential
• Based in Austria or able to cover the Austrian market effectively