Director, Account & Market Intelligence

Autodesk, Inc; Denver (CO); On-site; USD 168,000 - 272,000; Full time

Job summary

Autodesk, Inc. is seeking a Director, Account & Market Intelligence to build the market view that sales planning depends on. You will quantify account potential across geography, industry, and product, and develop scoring and segmentation to guide coverage decisions.

You will lead a new team spanning market sizing, data science, account research and field insight, partnering with Sales Finance, Marketing and Territory Design to turn analysis into action and measurable outcomes.

Qualifications

• Bachelor's degree in a quantitative or business field, or equivalent practical experience.
• 10+ years in market or account intelligence, commercial analytics, growth strategy or management consulting, including 3+ years leading analytical teams.
• Experience owning an account potential, opportunity scoring or market sizing capability that shaped how a sales organization deployed its coverage or investment.
• Ability to lead data scientists and analysts, not only commission them: specify a model, select a method, review the work, and judge whether a result is sound.
• A rigorous approach to validation — testing on held-out data and measuring against realized outcomes.
• Strong SQL, and comfort working directly in a cloud data warehouse.
• Ability to present a complex analysis on a single page an executive can act on, and to communicate clearly with senior stakeholders.

Responsibilities

• Build and own the account view that sales planning depends on — a reliable, maintained picture of customers and prospects, their corporate structure, and what they buy.
• Quantify account potential and untapped opportunity: what a customer could spend with Autodesk, what they spend today, and where the gap sits by product.
• Develop the scoring and segmentation that rank accounts by opportunity, and the views leaders use to decide where coverage goes.
• Size the market by geography, industry, segment and product, and own the methodology behind it.
• Produce the account briefs sellers and sales leaders work from, on a dependable quarterly cycle.
• Set the evidence standard for this work: models tested on data they have not seen, measured against realized outcomes, and re-validated each cycle.
• Build the mechanism that brings what sellers learn in the field into the model, and test it against results.
• Hire, lead and develop a team spanning market sizing, data science, account research and field insight.

Skills

SQL

Executive communication

Team leadership

Market sizing

Data-driven decisions

Education

Bachelor's degree in quantitative or business field

Tools

SQL

Cloud data warehouse

Job description

Job ID26WD101425Job Requisition ID #26WD101425Director, Account & Market IntelligenceLocation: AmericasOrganization: Revenue OperationsAbout the roleAutodesk sells to millions of customers, from individual designers to the largest engineering, construction and manufacturing firms in the world. Deciding where to focus our sellers — which customers to pursue, what they could be worth, and where the next opportunity sits — is one of the most consequential decisions the company makes each year.You will lead the team that answers it.As Director, Account & Market Intelligence, you own the view of the market that sales planning runs on. What each account could be worth. Where untapped opportunity sits. How accounts should be prioritized, and how large the opportunity is by geography, industry and product. You will turn that into a capability the company depends on, and hold it to a clear standard of evidence.This is a newly created team. You will design it, hire it and lead it.ResponsibilitiesBuild and own the account view that sales planning depends on — a reliable, maintained picture of customers and prospects, their corporate structure, and what they buyQuantify account potential and untapped opportunity: what a customer could spend with Autodesk, what they spend today, and where the gap sits by productDevelop the scoring and segmentation that rank accounts by opportunity, and the views leaders use to decide where coverage goesSize the market by geography, industry, segment and product, and own the methodology behind itProduce the account briefs sellers and sales leaders work from, on a dependable quarterly cycleSet the evidence standard for this work: models tested on data they have not seen, measured against realized outcomes, and re-validated each cycleBuild the mechanism that brings what sellers learn in the field into the model, and test it against resultsHire, lead and develop a team spanning market sizing, data science, account research and field insightPartner with sales planning, coverage and territory design, Sales Finance and Marketing to turn analysis into decisionsMinimum qualificationsBachelor's degree in a quantitative or business field, or equivalent practical experience10+ years in market or account intelligence, commercial analytics, growth strategy or management consulting, including 3+ years leading analytical teamsExperience owning an account potential, opportunity scoring or market sizing capability that shaped how a sales organization deployed its coverage or investmentAbility to lead data scientists and analysts, not only commission them: specify a model, select a method, review the work, and judge whether a result is soundA rigorous approach to validation — testing on held-out data and measuring against realized outcomesStrong SQL, and comfort working directly in a cloud data warehouseAbility to present a complex analysis on a single page an executive can act on, and to communicate clearly with senior stakeholdersPreferred qualificationsEnterprise software or SaaS, with direct, channel and e-commerce routes to marketHands-on propensity, segmentation or uplift modellingExperience with third-party firmographic or intent data, and with matching company records across systemsExperience managing external analytics partners against defined acceptance criteriaExperience building a new team or capability rather than inheriting oneWhat success looks like in your first yearA single, trusted account view that sales planning and coverage design run onAccount potential and untapped opportunity published on a dependable quarterly cycleModels measured against realized outcomes, with the results publishedCoverage and activation decisions grounded in sized opportunityA team hired, developed, and recognized for the quality of its evidenceBefore you decide not to applyResearch shows many strong candidates apply only when they match every line of a job description. If you meet most of what is above and the work sounds like yours, we would like to hear from you.Learn MoreAbout AutodeskWelcome to Autodesk! Amazing things are created every day with our software – from the greenest buildings and cleanest cars to the smartest factories and biggest hit movies. We help innovators turn their ideas into reality, transforming not only how things are made, but what can be made.We take great pride in our culture here at Autodesk – it’s at the core of everything we do. Our culture guides the way we work and treat each other, informs how we connect with customers and partners, and defines how we show up in the world.When you’re an Autodesker, you can do meaningful work that helps build a better world designed and made for all. Ready to shape the world and your future? Join us!BenefitsFrom health and financial benefits to time away and everyday wellness, we give Autodeskers the best, so they can do their best work. Learn more about our benefits in the U.S. by visiting https://benefits.autodesk.com/Salary transparencySalary is one part of Autodesk’s competitive compensation package. For U.S.-based roles, we expect a starting base salary between $168,200 and $272,030. Offers are based on the candidate’s experience and geographic location, and may exceed this range. In addition to base salaries, our compensation package may include annual cash bonuses, commissions for sales roles, stock grants, and a comprehensive benefits package.Equal Employment OpportunityAt Autodesk, we're building a diverse workplace and an inclusive culture to give more people the chance to imagine, design, and make a better world. Autodesk is proud to be an equal opportunity employer and considers all qualified applicants for employment without regard to race, color, religion, age, sex, sexual orientation, gender, gender identity, national origin, disability, veteran status or any other legally protected characteristic. We also consider for employment all qualified applicants regardless of criminal histories, consistent with applicable law.BelongingWe take pride in cultivating a culture of belonging where everyone can thrive. Learn more here: https://www.autodesk.com/company/global-belongingIn-Person Onboarding and Identity VerificationThis role may require in-person onboarding and/or in-person ID verification.