Account Director - Oil & Gas Operators

FMC Talent; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

Mental health support via an EAP

Lifestyle and wellbeing programme

Remote work option (hybrid)

In-house leadership training

Retirement savings plans

Parental leave and PTO

Job summary

FMC Talent is seeking an Account Director to own strategic customer relationships across the oil and gas sector, focusing on retention, upsell, and cross-sell for SaaS analytics solutions.

You will manage 10–25 energy accounts, collaborating with Customer Success and technical specialists to drive revenue growth, renewals, and long-term partnerships across upstream, midstream, and downstream operations.

Qualifications

• Minimum five years of energy-sector account management experience.
• Five+ years of SaaS sales experience within energy industry.
• Proven ability to close upgrades and upsell opportunities.

Responsibilities

• Develop and execute account plans to drive monthly, quarterly and annual growth.
• Identify and close upgrade and upsell opportunities by aligning priorities with software solutions.
• Build relationships with senior decision-makers and demonstrate how technology can support business objectives.
• Lead a collaborative, cross-functional selling approach with CS, product, and leadership.
• Provide revenue forecasts and maintain accurate account and opportunity records.
• Collaborate with Customer Success to improve retention and ROI.

Skills

SaaS sales

Energy-sector experience

Account management

Strategic selling

Stakeholder management

Upselling & cross-selling

Job description

You know that growing major accounts in oil and gas takes more than maintaining relationships. It’s about understanding how operators work, recognising where the next opportunity sits, and building a strong commercial case for expanding the partnership. You’ve sold SaaS into the energy sector before, and now you want greater influence over how your accounts develop.

As an Account Director, you’ll take ownership of strategic customer relationships across the oil and gas market, identifying opportunities to retain, upsell, and cross-sell. You’ll work closely with senior stakeholders across upstream, midstream, and downstream operations, using a consultative, value-based approach to grow accounts and strengthen long-term partnerships.

If you enjoy combining strategic account management with the drive to win new business, this is a chance to put your industry experience to good use. You’ll have the opportunity to shape account strategy, collaborate with a wider team, and make a direct impact on customer growth and revenue.

Who’s it for and what’s in it for you?

Trusted by companies around the world, this global leader in the data analytics space is focused on intelligent software that helps to analyse, manage, and optimise workflows and processes. Their aim is to make decision making quicker and more effective. They’re in a real growth phase right now, focusing specifically on the power and renewables sectors.

With 'Great Place to Work' and 'Top Work Places' accolades under their belt in the past few years, they’re a great choice to grow your career. They offer their people a range of benefits, including:

• Medical, dental, and vision coverage
• Mental health support via an EAP
• Access to a lifestyle and wellbeing programme
• The option to work remotely (hybrid)
• In-house leadership training
• Retirement savings plans
• Generous parental leave and PTO

What will your day to day look like?

You’ll manage and grow a portfolio of 10-25 energy accounts, helping customers get more value from SaaS analytics and insights. Working closely with Customer Success and technical specialists, you’ll build account strategies that drive revenue growth, support renewals and strengthen long-term relationships.

• Develop and deliver account plans to achieve monthly, quarterly and annual growth targets.
• Identify and close upgrade and upsell opportunities by connecting customer priorities with relevant software solutions.
• Build relationships with senior decision-makers and demonstrate how technology can support their business objectives.
• Lead a collaborative approach to selling, bringing together technical advisors, industry analysts, subject matter experts and leadership.
• Partner with Customer Success Managers to improve customer return on investment and achieve retention targets.
• Work across internal teams to resolve customer issues and protect account relationships.
• Provide weekly revenue forecasts and maintain accurate account and opportunity records.
• Share customer feedback with marketing and product development teams to help improve products and services.

This role will suit you if you…

• Bring at least five years of recent experience managing energy-sector accounts, ideally working with oil and gas operators.
• Have five or more years of SaaS sales experience within the energy industry.
• Have experience managing strategic sales opportunities with average deal values exceeding $100,000 in annual recurring revenue.
• Can connect complex software solutions to customers’ commercial priorities and demonstrate clear business value.
• Have a consistent track record of achieving annual revenue targets and growing existing accounts.
• Are confident engaging senior stakeholders and differentiating your solutions in a competitive market.
• Understand enterprise strategic selling and know how to develop opportunities across complex organisations.
• Enjoy working alongside Customer Success and technical colleagues to win and retain business.
• Take a curious, consultative approach to solving problems and bring informed recommendations to customer conversations.
• Are proactive, commercially driven and comfortable taking ownership while contributing to a wider team.

Think this could be your next role?