Accounts director

Robson Bale; North Carolina; On-site; USD 110,000 - 190,000; Full time

Job summary

Robson Bale is seeking an experienced Accounts Director to manage and grow strategic enterprise accounts in a data, analytics, and AI consulting context. You will strengthen relationships, identify cross-selling and up-selling opportunities, and drive new revenue streams within an assigned portfolio.

This senior, commercially focused role requires strong relationship management, consultative selling, and technology services expertise to deliver value for complex enterprise clients.

Qualifications

• Bachelor's degree or equivalent in a technical, business, or related discipline.
• Significant experience in B2B sales and enterprise account management.
• Proven experience managing and growing strategic enterprise accounts.
• Experience within technology, consulting, enterprise software, data, analytics, or professional services.

Responsibilities

• Develop a deep understanding of clients' business needs and market pressures to craft compelling solutions.
• Build trusted relationships with decision-makers and senior stakeholders across functions.
• Identify and grow opportunities within existing enterprise accounts through cross-selling and up-selling.
• Lead Quarterly Business Reviews (QBRs) and coordinate with delivery and technical teams.
• Forecast revenue, pipeline, and resources; lead pitches and new business initiatives.
• Develop proposals and manage opportunities through the sales cycle to contract finalisation.
• Ensure delivery teams align with commercial objectives and client expectations.

Skills

Enterprise Sales

Account Management

Business Development

Consultative Selling

Solutions Selling

Data & Analytics

C-Level Stakeholder Management

Revenue Growth

Pipeline Management

Education

Bachelor's degree in technical, business, or related discipline

Job description

We are a fast-growing data, analytics, and AI consulting organisation helping enterprise businesses unlock value through data engineering, data science, AI, data modernisation, and digital transformation.

With a global delivery presence across North America, Europe, and India, the organisation works across multiple industries to deliver innovative technology solutions and solve complex business challenges.

The company is recognised for its rapid growth, strong technical expertise, and commitment to innovation, providing an excellent environment for commercially driven professionals looking to build and expand enterprise relationships.

The Role

We are looking for an experienced Accounts Director to manage and grow strategic enterprise accounts.

The successful candidate will be responsible for strengthening existing relationships, identifying opportunities for cross-selling and up-selling, developing new revenue streams, and driving new business within an assigned portfolio.

This is a senior, commercially focused role requiring strong relationship management, consultative selling, business development, and technology services expertise.

Key Responsibilities

• Develop a strong understanding of clients' business needs, industries, competitive environments, and market pressures, using this knowledge to develop compelling solutions and propositions.
• Build trusted relationships with decision-makers and senior stakeholders across business, technology, and operations functions.
• Identify and develop new relationships, buyers, and revenue opportunities within existing enterprise accounts.
• Lead regular Quarterly Business Reviews (QBRs), understand client challenges, monitor satisfaction, and work closely with delivery and technical teams to maintain strong relationships.
• Proactively identify opportunities to expand existing engagements through cross-selling, up-selling, and new service offerings.
• Forecast revenue, pipeline, and resource requirements accurately to support effective account and delivery planning.
• Lead pitches and new business development initiatives across the assigned portfolio.
• Develop compelling proposals and manage commercial opportunities through the sales cycle to contract agreement.
• Maintain close oversight of work in progress, ensuring commercial objectives and client expectations are effectively managed.
• Collaborate with delivery, technical, and commercial teams to ensure successful execution and a consistently high-quality client experience.
• Develop and execute account strategies to drive sustainable revenue growth and long-term relationships.

Skills & Qualifications

• Positive, proactive, and commercially minded approach with strong problem-solving capabilities.
• Ability to operate independently and effectively in high-pressure, fast-paced environments.
• Strong resilience, flexibility, and adaptability.
• Proven track record in enterprise sales and account management within technology or enterprise software services.
• Experience in data, analytics, big data, AI, or related technology services is highly advantageous.
• Strong consultative and solutions-selling experience.
• Understanding of technology delivery and the ability to work effectively with technical and delivery teams.
• Demonstrable history of consistent sales overachievement and revenue growth.
• Excellent communication, negotiation, presentation, and relationship-building skills.
• Strong commercial awareness and ability to manage complex enterprise sales cycles.

Education & Experience

• Bachelor's degree or equivalent in a technical, business, or related discipline.
• Significant experience in B2B sales and enterprise account management.
• Proven experience managing and growing strategic enterprise accounts.
• Experience within the technology, consulting, enterprise software, data, analytics, or professional servicessectors.
• Strong track record of consultative selling, business development, and managing complex sales opportunities from initial engagement through to contract.
• Experience working collaboratively with delivery and technical teams to develop and sell technology solutions.

Key Skills

Enterprise Sales | Account Management | Business Development | Consultative Selling | Solutions Selling | Technology Services | Data & Analytics | AI | Big Data | Cross-Selling | Up-Selling | Revenue Growth | Pipeline Management | QBRs | C-Level Stakeholder Management | Proposal Development | Commercial Negotiation | Client Relationship Management