Director of Account Management

IONIX; United States; Remote; USD 180,000 - 240,000; Full time

Job summary

IONIX is seeking a seasoned Director of Account Management for North America to own executive-level relationships with CISOs, CIOs, CFOs, and procurement leaders. You will negotiate multi-year renewals, identify upsell opportunities, and drive growth across strategic enterprise accounts.

Partner with Customer Success and Solutions Engineering to deliver measurable value and risk management. The role requires 8+ years in enterprise SaaS, strong cybersecurity credentials, and a proven track record

Qualifications

• 8+ years in enterprise account management or related roles in B2B SaaS.
• Mandatory cybersecurity experience (selling, managing, or supporting security solutions).
• Proven track record negotiating six- and seven-figure, multi-year deals with C-level executives.
• Experience managing Fortune 1,000 or large enterprise accounts in North America.
• Strong executive presence and communication skills.
• Data-driven with strong forecasting discipline and Salesforce proficiency.
• Startup mindset with ownership and resilience; travel ~20%.

Responsibilities

• Build executive-level relationships with CISOs/CIOs and other VP stakeholders across the portfolio.
• Lead complex commercial negotiations, including multi-year renewals, pricing and packaging, and enterprise agreements.
• Position IONIX as a strategic partner in customers’ security programs and risk management.
• Own renewals and expansions for a portfolio of North American enterprise accounts.
• Develop account plans to grow wallet share and expand footprint across security, IT, risk, and procurement.
• Lead account mapping, MEDDPICC qualification, and quarterly business reviews to quantify value.
• Collaborate with Customer Success on adoption and risk mitigation; forecast renewals accurately.
• Contribute to pricing strategy and playbooks as the team scales.

Skills

Cybersecurity experience

Executive relationships

Negotiation

Forecasting

Sales leadership

Salesforce proficiency

Senior stakeholder management

Tools

Salesforce

Job description

Director of Account Management - NA

Location: US, EST or TOLA (Remote) (US)

Description

We’re looking for a seasoned Account Management Director to own and grow IONIX’s most strategic enterprise relationships in North America. You’ll be the executive-level commercial owner for a portfolio of high-value accounts, leading complex renewals and expansions and negotiating directly with CISOs, CIOs, CFOs, and procurement leaders.

This is a senior, quota-carrying role with direct impact on North American Net Dollar Retention (NDR). You’ll partner closely with Customer Success, Solutions Engineering, and leadership to turn customer value into long-term, multi-year growth. You’ll also help shape how IONIX approaches account management as we scale in the US.

About IONIX

IONIX External Exposure Management protects enterprises’ external attack surface from cyber risk and makes security teams more efficient by shortening the time to discover, validate, and prioritize exposures. IONIX reduces the exploitable attack surface by uncovering every internet-facing asset, analyzing dependencies, and validating real, exploitable risks, so security teams can focus on what matters. Global leaders including BlackRock, Infosys, Sompo, The Telegraph, and E.ON rely on IONIX to proactively manage their dynamic and complex attack surfaces.

Responsibilities

Executive Relationships & Negotiation

• Build trusted, executive-level relationships with CISOs, CIOs, and other C-suite and VP stakeholders across your portfolio.
• Lead complex commercial negotiations, including multi-year renewals, pricing and packaging, and enterprise agreements, through procurement, legal, and finance.
• Position IONIX as a strategic partner in customers’ security programs, aligned to their business risk, regulatory, and board-level priorities.

Portfolio Ownership & Growth

• Own renewals and expansions for a portfolio of strategic North American enterprise accounts, with full accountability for retention and growth targets.
• Identify and close upsell and cross-sell opportunities, including new business units, subsidiaries, and additional IONIX products.
• Develop and execute account plans that grow wallet share and expand footprint through multi-threading across security, IT, risk, and procurement.

Account Strategy & Execution

• Lead account mapping and opportunity planning, and use structured qualification (e.g., MEDDPICC) to drive predictable outcomes.
• Run executive business reviews (EBRs/QBRs) that quantify value delivered and influence customers’ strategic roadmaps.
• Partner with Customer Success on adoption, value realization, and proactive risk mitigation.
• Maintain deep expertise in the IONIX platform, the competitive landscape, and US cybersecurity trends and regulations (e.g., SEC cyber disclosure rules, NIST CSF, CTEM).

Operational Excellence & Leadership

• Deliver accurate, disciplined forecasting of renewals and expansions in Salesforce.
• Spot churn and contraction risk early and lead cross-functional save plans.
• Act as the voice of the North American customer to Product, Support, and Marketing.
• Contribute to account management playbooks, pricing strategy, and best practices as the team grows.

Requirements

• 8+ years of enterprise account management, strategic account, or customer growth experience in B2B SaaS, with a consistent record of exceeding renewal and expansion quotas.
• Mandatory: cybersecurity experience (selling, managing, or supporting security solutions).
• Proven success negotiating and closing complex, high-value deals (six- and seven-figure, multi-year) directly with C-level executives.
• Experience managing Fortune 1,000 or large enterprise accounts in North America, including navigating enterprise procurement, legal, and security review processes.
• Strong executive presence, with excellent communication, presentation, and storytelling skills.
• Strong commercial acumen: comfortable with pricing, deal structuring, and building business cases.
• Highly organized and data-driven, with strong forecasting discipline and Salesforce proficiency.
• Startup mindset: ownership, resilience, and comfort building in a scaling environment.
• Ability to travel to customer sites and events as needed (~20%).

Nice to Have

• Experience with exposure management, ASM, CTEM, vulnerability management, or application security.
• Experience selling into financial services, healthcare, or other regulated industries.