Account Director

Waystone; New York, Northern (NY, KY); On-site; USD 250,000 - 300,000; Full time

Benefits offered by this job

Quarterly commission

Paid time off

Comprehensive health benefits

Matching 401(k) plan

Employer paid LTD/Life/AD&D

Paid family leave

Professional development support

Referral bonus program

Job summary

Waystone is seeking an experienced relationship professional to manage a portfolio of client relationships in financial services, driving revenue growth through cross-sell and upsell opportunities. You will collaborate with the Commercial Team and Sales Ops to execute strategic plans and maintain strong client engagement.

The role requires a proven track record in client-facing commercial roles, familiarity with Salesforce and asset management industry dynamics, and the ability to navigate

Qualifications

• Proven experience in relationship management, account management, or client-facing commercial roles within financial services.
• Familiarity with the asset management industry helps position Waystone's services.
• Ability to quickly learn Waystone's products and services and cross-sell opportunities.

Responsibilities

• Build and maintain relationships with key decision-makers within your client portfolio.
• Identify cross-sell and upsell opportunities and map whitespace with account plans.
• Lead client-facing discussions to scope opportunities, prepare proposals, and negotiate fees.
• Maintain regular contact with clients and document strategy in detailed account plans.
• Collaborate with the Commercial Team to route opportunities to the right team and ensure alignment with priority accounts.

Skills

Client relationship management

Sales experience

Financial services knowledge

Negotiation skills

Communication skills

Education

Bachelor's degree in Business Administration, Finance, or a related field

Tools

Salesforce

Ebstas

Altify

Job description

About Waystone

Waystone is a leading asset-servicing solutions provider of institutional governance, administration, risk and compliance services to financial institutions. With over 25 years’ experience and a comprehensive range of specialist services to its name, Waystone helps our clients structure, operate and grow through our expertise, innovation and digitisation, backed by the operational scale to support global expansion.

SUMMARY

Reporting to the Global Head of Client Engagement, you are an experienced and effective relationship professional who will form part of our dynamic team at Waystone. In this role, you will manage a portfolio of existing client relationships, engaging directly with clients to deepen those relationships, identify new opportunities within the account, and run cross-sell and upsell opportunities through to close with the aim of driving revenue growth.

The ideal candidate will have proven experience in client relationship management and business development within financial services, including familiarity with business development systems such as Salesforce, and a good understanding of the asset management industry.

Within Waystone, we have a structure to support new revenue growth which includes defined roles for New Logo Business Development, Key Account Management, and Relationship Management (the Commercial Team). The Account Director sits within this Commercial Team, supported by a dedicated Sales Operations function that manages the operational execution of opportunities once identified and scoped.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Client Relationship Management: Build and maintain strong relationships with key decision-makers within your assigned portfolio of clients, acting as their day-to-day point of contact at Waystone.
• Opportunity Identification & Triage: Proactively identify cross-sell and upsell opportunities and map whitespace through the development of account plans across your client portfolio. Triage each opportunity to determine whether it can be run directly, requires support from a specialist team, or should be passed to New Logo Business Development or Key Account Management to run a competitive process.
• Running Opportunities: Lead client-facing discussions to scope out opportunities identified within your portfolio, prepare proposals for the client, negotiate fees and services, and follow Waystone sales process, with support from Sales Operations as needed.
• Account Engagement & Planning: Maintain regular contact with your client portfolio, including periodic check-ins, to stay close to their evolving needs. Through this ongoing engagement, identify further opportunities for medium and long-term growth and document client strategy as part of a detailed account plan. Where appropriate, bring in the relevant members of the Commercial Team to help execute the strategy.
• Collaboration with the Commercial Team: Work closely with New Logo Business Development, Key Account Management, and the Global Head of Client Engagement to ensure opportunities are routed to the right team and that your outreach is aligned with priority accounts and services.
• Market Insight: Stay updated on industry trends, regulatory changes, and competitor activities to inform client conversations and identify relevant opportunities.
• Relationship & Pipeline Reporting: Provide regular updates on account activities, revenue contributions, and client feedback to the Global Head of Client Engagement, using established methodologies for comprehensive reporting.

Experience and Abilities:

• Client Relationship & Commercial Experience: Proven experience in relationship management, account management, or client-facing commercial roles within financial services, with a track record of sourcing and executing new business opportunities from existing clients.
• Industry Knowledge: Preferred but not essential, a good understanding of the asset management industry, including market trends, regulatory environment, and competitive landscape, is helpful for effectively positioning Waystone's services and identifying relevant opportunities for clients.
• Ability to quickly learn the Waystone products and services: An understanding of the global suite of Waystone services to identify relevant cross-sell and upsell opportunities for your client portfolio is critical to being effective in the role.
• Understanding of Sales systems and processes: A good understanding of Waystone's systems and processes, including Salesforce, Ebstas and Altify to support the oversight of assigned client portfolio and execution of identified opportunities.
• Communication and Negotiation Skills: Excellent communication, presentation, and negotiation skills, both written and verbal, to effectively engage with the Stakeholders and clients.
• Ethical Conduct: Upholding high ethical standards in all interactions, reinforcing Waystone's reputation as a trustworthy partner in the industry.

Education:

• Bachelor's degree in Business Administration, Finance, or a related field

Compensation & Benefits

• Competitive compensation package including quarterly commission with an OTE in the region of $250,000 - $300,000
• Generous Paid Time Off and Paid Holidays
• Comprehensive health benefits package (medical, HSA/FSA, dental, vision and more) with no waiting period
• Matching 401(k) plan with Retirement Planning Tools and no waiting period
• Employer paid voluntary supplemental LTD/Life/AD&D
• Paid Family Leave includes maternity and paternity
• Financial professional development support
• Referral Bonus Program