Account Director

Henderson Drake; Osterreich; On-site; PEN 465,000 - 697,000; Full time

Job summary

Henderson Drake Ltd in Austria is seeking an experienced Account Director to manage and grow a portfolio of strategic enterprise customers. You will own renewals, expansion, upsell and cross-sell opportunities, and drive solution adoption across the defined territory.

You will work with CFOs, IT and other senior stakeholders, establish strategic account plans, and lead consultative conversations to shape long-term value and complex commercial agreements.

Qualifications

• 5–10+ years of B2B enterprise SaaS sales experience.
• Proven revenue retention and expansion track record.
• Experience selling to CFOs and senior executives.
• Fluent in German and English.
• Based in Austria or able to cover the Austrian market.

Responsibilities

• Manage and grow a portfolio of enterprise customer accounts across Austria.
• Drive renewals, expansion, upsell and cross-sell opportunities.
• Build strategic account plans and identify opportunities for wider adoption.
• Develop relationships with CFOs, IT stakeholders and executives.
• Create pipeline via direct prospecting, relationships and partners.
• Lead consultative sales conversations around priorities and challenges.
• Build business cases and commercial agreements for complex cycles.
• Collaborate with Customer Success, Presales, Alliances, Marketing and BD.
• Manage forecast, pipeline and CRM activity accurately.

Skills

Enterprise SaaS sales

Strategic account planning

Stakeholder management

Renewals & expansions

Negotiation

C-level engagement

Complex multi-stakeholder cycles

German & English fluency

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