Director, Account Management

Us Green Building Council; United States; Remote; USD 135,000 - 150,000; Full time

Job summary

Us Green Building Council is seeking a Director of Account Management to lead global account and channel partner teams, driving revenue growth and retention across regions. You will establish planning standards, coach managers, and turn relationships into expanded adoption of our portfolio.

You will partner with sales operations, product, marketing, and finance to ensure consistent governance, pipeline discipline, and strategic customer engagement.

Qualifications

• 10+ years in B2B account management or related field.
• Experience managing multi-region teams and complex portfolios.
• Proven ability to drive revenue growth and retention across enterprise accounts.

Responsibilities

• Lead global Customer Account Management and Channel Partner Account Management teams.
• Own targets for expansion revenue, retention, renewals, and partner contribution.
• Define account and partner planning standards and governance across regions.

Skills

Account management

Leadership

Sales forecasting

Cross-functional collaboration

Strategic planning

Education

Bachelor's degree in business or related field

MBA preferred

Tools

Salesforce CRM

Job description

If you are unable to complete this application due to a disability, contact this employer to ask for an accommodation or an alternative application process.

Director, Account Management

US MTD Full-Time Remote, US

Today Requisition ID: 1274

Salary Range: $135,000.00 To $150,000.00 Annually

HOW YOU’LL MAKE AN IMPACT

The Director of Account Management is a hands-on commercial leader and people manager who will build and lead USGBC/GBCI's account management capability, directly leading the Customer Account Management and Channel Partner Account Management teams.

The Director will drive revenue growth within the existing customer, member, and partner base, leading the team to expand customers' adoption of the USGBC/GBCI portfolio while protecting retention, renewals, and partner contribution.

You'll establish account and partner planning standards, coach account teams, and turn enduring relationships into expanded adoption that extends beyond an individual project or certification transaction.

This is a global leadership position responsible for account management strategy, team performance, customer retention, revenue expansion, and channel partner engagement across all regions where USGBC/GBCI operates.

You will directly supervise Customer Account Managers and C hannel Partner Account Managers, establishing consistent account management practices while supporting regional market needs and commercial priorities.

The Director of Account Management reports to the Global Head of Market Development and works in close partnership with Regional Directors and Market Leads, the Director of Sales Operations, Client Solutions and Customer Service, and the Product, Marketing, and Finance teams.

While the position will be based remotely in the United States, the Director will provide global leadership and collaborate with account management team members and cross-functional partners across different countries, regions, and time zones.

Key Responsibilities

• Global Account Management Leadership and Team Development: Establish the charter, role expectations, operating priorities, and service commitments for Customer Account Management and Channel Partner Account Management. Recruit or develop approved capacity, coach and assess staff, manage workload across portfolios, and build repeatable practices as the capability matures. Provide direct people leadership, performance management, and professional development for account management team members supporting all global regions.
• Revenue Expansion, Retention, and Renewal Performance: Own team targets for expansion revenue, customer retention, renewals, and partner contribution. Allocate approved targets across account managers, monitor account health, churn risk, and expansion potential, and hold the team accountable for pipeline, conversion, and revenue outcomes. Establish consistent global performance expectations while accounting for regional market conditions, customer portfolios, and approved commercial priorities.
• Account Growth and Expansion Pipeline: Lead the team in identifying upsell and cross-sell opportunities within existing accounts, including additional memberships, project registrations and certifications, credentials, education, performance verification, and portfolio-wide programs. Ensure Account Managers qualify customer needs and business cases, engage Client Solutions to validate product fit, and advance opportunities to close. Conduct regular pipeline reviews focused on expansion conversion and deal progress. Support cross-regional customer growth opportunities and coordinate commercial engagement when accounts operate in multiple markets.
• Account and Partner Planning Standards: Define account tiering, account plans, whitespace and cross-sell analysis, stakeholder maps, partner joint business plans, and review cadences. Lead regular account and partner reviews assessing relationship depth, account coverage, risk, untapped product opportunities, and growth priorities. Implement consistent global account and partner management standards, with appropriate flexibility for regional customer needs and market conditions.
• Strategic Customer and Enterprise Relationship Management: Serve as executive sponsor for significant customer and partner relationships. Engage senior executives and procurement stakeholders, coordinate multi-property and cross-region account strategies, and support Account Managers in negotiating and closing significant multi-product and portfolio-wide agreements. Provide executive-level oversight of strategic global and multinational accounts, ensuring coordinated commercial engagement and clear account ownership.
• Commercial Handoffs and Cross-Functional Coordination: Partner with Regional Directors and Market Leads to define handoff criteria from new-customer acquisition to account management, confirm one commercial owner for each opportunity, and coordinate joint pursuits to prevent conflicting commitments or parallel outreach. Establish clear global handoff and escalation practices between market development, customer account management, channel partner account management, and client solutions.
• Channel Partner Strategy and Performance: Set partner segmentation, recruitment priorities, activation standards, and engagement rules for service providers and channel partners. Ensure partner-sourced and partner-influenced business is recorded and credited according to approved attribution rules. Work with partners to identify growth opportunities within shared accounts. Oversee channel partner account management across all regions, ensuring consistent partner engagement, commercial accountability, and coordination with regional market development leadership.
• Customer Outcomes, Product Adoption, and Market Intelligence: Work with Client Solutions and Customer Service to maintain visibility into customer onboarding, agreed outcomes, and service escalations. Provide structured customer and partner insights to Product and Marketing regarding unmet needs, adoption barriers, and growth opportunities. Use customer and partner feedback from global markets to inform account strategy, product adoption initiatives, and continuous improvement.
• Forecasting, Reporting, and Sales Operations Partnership: Forecast expansion and retention revenue within the approved Sales Operations forecasting process. Ensure Salesforce account, partner, and opportunity records are accurate and current. Report portfolio performance to the Global Head of Market Development and organizational leadership. Partner with the director of sales operations on CRM governance, reporting standards, commercial attribution, and forecasting processes, while retaining direct accountability for account management team performance and results.
• Commercial Decision-Making, Governance, and Escalation: Manage team performance, assign accounts and partners within approved coverage rules, establish account and partner planning standards, approve team plans, and make commercial decisions within delegated authority. Recommend team targets, segmentation, staffing, incentive design, bundled offers, and partner program changes. Escalate disputed ownership, attribution issues, material account risks, channel conflicts, and contract, pricing, or service exceptions to appropriate approvers. Ensure consistent global commercial governance while respecting approved regional requirements, decision-making authority, and organizational policies.

Assessment Notice

• Candidates who advance in the interview process will be required to complete an assessment, more details will be provided as the time approaches.

REQUIRED QUALIFICATIONS

Experience

• A minimum of 10 years of progressively responsible experience in B2B account management, customer success, channel or alliance management, or consultative sales.
• At least five years of direct responsibility for account growth, retention, or partner revenue.
• At least three years of direct people-management experience leading account or partner teams.
• Demonstrated track record of leading teams that meet or exceed account growth, expansion revenue, retention, and renewal targets across complex, enterprise, or multi-site customer portfolios.
• Experience in a multi-region, multi-product, or membership-based organization with both direct and partner-led business models.
• Background working with building owners and operators, commercial real estate, sustainability consultants, design firms, certification ecosystems, or other complex professional-service portfolios.
• Expertise in consultative, value-based selling to existing customers, including whitespace analysis, multi-product solutions, and developing business cases for expanded adoption.
• Experience building, scaling, or materially improving an account management or partner program, including account planning standards, review practices, and engagement rules.
• Practical experience in executive relationship management, account planning, opportunity qualification, forecasting, and negotiation within delegated authority.
• Understanding of partner-led business models, joint business planning, channel conflict resolution, and credible attribution of partner contribution.
• Demonstrated experience leading or coordinating account management activities across multiple regions, geographic markets, or international customer portfolios.
• Experience leading geographically distributed teams and collaborating with cross-functional stakeholders across different time zones and cultural environments.
• Experience building or transforming account management functions, including defining team structures, performance expectations, account segmentation, and commercial governance.

Education

• Bachelor's degree in business administration, marketing, international business, finance, communications, or a related field required.
• Master's degree in business administration (MBA), international business, or a related discipline preferred.

Technology/System(s)

• Proficiency with Salesforce or a comparable CRM platform, including using data to manage portfolios, forecast revenue, and drive team performance.
• Advanced proficiency with CRM account and opportunity management, sales forecasting, pipeline reporting, and