Account Director

Henderson Drake Ltd; Osterreich; On-site; PEN 462,000 - 693,000; Full time

Job summary

Henderson Drake Ltd is seeking an experienced Account Director to manage and grow a portfolio of strategic customers across Austria. This senior enterprise SaaS sales role focuses on renewals, expansion, and increasing solution adoption while navigating complex multi-stakeholder deals.

You will build strategic account plans, engage C-level and IT leaders, collaborate with Customer Success and Presales, and drive pipeline through direct outreach and partner channels.

Qualifications

• 5–10+ years of B2B enterprise sales experience in SaaS or enterprise software.
• Proven track record of meeting revenue and retention targets.
• Experience growing existing accounts via renewals, upsell and cross-sell.
• Comfort selling to C-level and senior executives.
• Experience managing complex, multi-stakeholder enterprise sales cycles.
• Strong negotiation and strategic account planning capabilities.
• CRM-driven pipeline development; able to work with internal and partner channels.

Responsibilities

• Manage and grow a portfolio of enterprise customer accounts across Austria.
• Drive renewals, expansion, upsell and cross-sell opportunities.
• Develop strategic account plans and identify wider adoption.
• Build relationships with CFOs, IT leaders and executive sponsors.
• Create pipeline through direct prospecting and partner channels.
• Lead consultative sales discussions around priorities and challenges.
• Draft business cases, proposals and commercial agreements for complex cycles.
• Collaborate with Customer Success, Presales, Alliances, Marketing and BD teams.
• Manage pipeline, forecasting and CRM activity.
• Identify opportunities to expand use cases and increase value over time.
• Support and mentor wider sales colleagues.

Skills

Enterprise sales

Strategic account planning

Negotiation

Stakeholder management

Pipeline development

Renewals & upsell

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