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Account Director

Do you want to influence the future at Thingtrax on our high-growth journey positively impacting manufacturers globally? Get your career on the right trax, with Thingtrax.

Location: UK-based, remote contract with quarterly team meet ups and 50% travel to customers

Direct Reporting Line: VP Sales, Richard Montgomery

Company Description

Thingtrax is a VC-backed, UK-based start-up aspiring to be the world's #1 Manufacturing Performance Platform that leverages IoT & computer vision technology to capture complete and accurate production data from a factory then taps into the data stream to reveal actionable insights and make AI-powered recommendations to optimise business performance. We will carve-out and lead this Manufacturing Performance software category in the industry 4.0 space.

Our Values:

- Be Real

- Seek Truth

- Take Responsibility

- Empower Others

- Create Customer Value

What we provide:

- An opportunity to grow your skills with some of the most exciting thought leaders from the technology industry

- A collaborative culture where you are supported, given constructive feedback to develop your skills and be part of a team where you can influence change

- Work with an industry disruptive solution which has a massive impact on our clients

- An industry with a lot of 'white space', selling into organisations that don't currently have a digital solution.

- Autonomy and scope to continuously improve our processes, ways of working, and to delight our customers.

- Support with training & development to stay ahead of industry trends in technology and operational techniques.

Position Overview

Thingtrax is hiring its first in function Account Director to drive growth across our most strategic enterprise customers. Reporting to the VP Sales, this role takes ownership of the commercial relationship post-implementation, building on the foundations laid by Sales and Services to unlock deeper value and expand Thingtrax's footprint across key enterprise accounts. With a growing portfolio of enterprise clients and increasing demand across manufacturing sites and geographies, this is a critical hire to ensure we deepen our presence, maximise account value, and deliver a seamless customer experience.

Key Responsibilities

- Manage and grow a portfolio of 8+ strategic enterprise accounts, with responsibility for commercial performance, satisfaction, and long-term value

- Develop tailored account growth plans that align to clear levers of expansion, including:

- Line expansion within existing factory sites

- New site expansion across customer manufacturing footprints

- Geographic expansion into new regions or territories

- Product expansion, introducing additional modules (e.g. from Vision AI for count to label pack validation and quality inspection)

- Identify high-potential accounts, and build strategies to capture that value, with some having potential to scale from £50-100k ARR accounts to >£500k accounts

- Act as the senior commercial point of contact post-sale, working closely with Customer Success to ensure smooth onboarding and delivery

- Conduct account assessments and revenue potential analysis across both live and soon-to-close clients, identifying quick wins that can accelerate short-term ARR and improve cashflow

- Partner with Customer Success to co-lead Quarterly Business Reviews (QBRs), ensuring commercial opportunities are surfaced and followed through

- Perform key account mapping, particularly for global accounts with US operations, and work with internal stakeholders to support Thingtrax's US expansion

- Provide insight and recommendations to improve commercial processes, such as customer billing, proactive QBR preparation, and renewal tracking (where applicable)

- Build strong relationships with key decision-makers and operational stakeholders within each account

- Lead commercial conversations around upsell, pricing, and product adoption, with a clear focus on long-term account growth

- Act as the voice of the customer internally, sharing insight to influence product roadmap, pricing strategy, and service delivery

Qualifications and skills

- Proven experience in enterprise SaaS account management, ideally within manufacturing or industrial technology

- Track record of success in a quota-carrying role, with direct responsibility for upselling and cross-selling into existing accounts

- Comfortable navigating complex organisations, able to engage credibly with shop-floor teams on operational challenges while also influencing C-suite stakeholders on strategic outcomes

- Experience managing international clients or working across multiple geographies is highly desirable

- Skilled in building and executing structured account growth plans across product, site, and regional expansion

- Strong relationship builder with the commercial acumen to identify and convert growth opportunities

- Able to thrive in an early-stage, high-growth environment, contributing to both the development and execution of account strategy

- Comfortable working independently across Sales, Customer Success, and Product functions

- Food and beverage manufacturing experience is a plus, but not required

Application Process

- Initial introduction and virtual qualification with the VP People

- Interview with the VP Sales

- Panel interview with 3-4 key stakeholders (face to face, although if not possible a final in person meeting will be arranged).

Join the Thingtrax team today and be a part of revolutionizing the manufacturing industry with innovative productivity solutions!