Key Account Director

ACAMS; Pennsylvania; On-site; USD 120,000 - 170,000; Full time

Job summary

ACAMS, the global leader in AFC training and certification, seeks a highly experienced Key Account Director to own a named territory and drive double-digit growth by expanding memberships, forging senior relationships, and delivering strategic value.

You will renew and expand enterprise memberships, create multi-product opportunities, and lead cross-functional reviews with Customer Success and Marketing to convert client priorities into long-term partnerships.

Qualifications

• 5-7 years of B2B sales experience within financial crime, financial services, risk, technology, or a closely related sector.
• Proven success managing and growing high-value enterprise accounts while also landing new business and new logos.
• Demonstrated ability to develop and execute strategic sales plans that achieve revenue growth targets.
• Experience with enterprise selling, relationship management, and complex consultative or software solutions for large financial institutions.
• Strong knowledge of B2B sales processes, techniques, account planning, pipeline management, and forecasting best practices.
• Technology-forward approach, with demonstrated use of sales platforms and AI-enabled or technology-enabled workflows to improve preparation, prioritization, and execution.

Responsibilities

• Grow enterprise memberships through business-line expansion
• Develop and maintain 12-month programming cadences for Tier 1 and Tier 2 clients, aligned to their business priorities and AFC needs
• Partner with Customer Success to lead quarterly Strategic Business Reviews that demonstrate measurable value from ACAMS portfolio investments
• Expand the territory book of business through existing account growth and target new-logo acquisitions
• Build multi-threaded, trust-based partnerships with senior decision-makers across client organizations
• Lead purposeful weekly outreach campaigns, both self-generated and in partnership with Marketing, to create qualified opportunities
• Use curiosity and strategic questioning to uncover client priorities, goals, motivations, and unmet needs
• Create, own, and continuously refine a compelling ACAMS value proposition that converts client activity into commercial opportunities
• Own and update a monthly Pathway to Plan, territory plan, and key account-based plans for Tier 1 and Tier 2 clients
• Generate a consistent volume of strategic client meetings across the territory, with diversity across accounts and stakeholder levels
• Maintain a rolling 12-month opportunity view and provide weekly Salesforce opportunity updates through clear, current sales notes
• Deliver a reliable rolling three-month forecast, maintain healthy pipeline coverage, and take ownership of results against plan
• Demonstrate thought leadership across financial services and within AML, fraud, and technology
• Position ACAMS solutions as strategic responses to evolving financial crime, risk, and regulatory priorities
• Growing multi-product penetration, including anti-fraud programming and other relevant portfolio offerings
• Use sales technology and technology-enabled workflows to prioritize high-impact activity and improve commercial outcomes

Skills

B2B sales

Enterprise accounts

Strategic account planning

Forecasting

Relationship management

Education

Bachelor's degree

Tools

Salesforce

Job description

Who We Are

ACAMS is the global leader in certification, training, and intelligence for anti-financial crime (AFC) professionals. ACAMS sets the standard for how organizations prevent, detect, and respond to money laundering, fraud and sanctions evasion. Trusted by 70% of the world's leading banks, as well as governmental and law enforcement agencies, and FinTechs, the organization has 120,000+ members across 200+ countries and territories. Its 65+ chapters and annual conferences connect AFC professionals across every major financial center. Learn more at acams.org.

Opportunity at a Glance

ACAMS is seeking a highly experienced, commercially driven Key Account Director to serve as a strategic growth partner to our most important clients. This role owns a named-account territory and is responsible for producing double-digit year-over-year growth by strengthening senior-level relationships, demonstrating the value of the ACAMS portfolio, and translating client priorities into long-term commercial partnerships.

You will renew and expand enterprise memberships, create multi-product opportunities, and build trusted, multi-thread relationships across complex financial institutions. Success requires equal strength in strategic account planning, consultative discovery, new business development, and disciplined forecasting.

This is an opportunity for an accomplished enterprise sales professional who brings deep financial services, financial crime, fraud, or technology experience and thrives in a high-accountability, technology-enabled sales environment.

Responsibilities

Strategic Account Growth and Retention

• Grow enterprise memberships through business-line expansion
• Develop and maintain 12-month programming cadences for Tier 1 and Tier 2 clients, aligned to their business priorities and AFC needs
• Partner with Customer Success to lead quarterly Strategic Business Reviews that demonstrate measurable value from ACAMS portfolio investments
• Expand the territory book of business through existing account growth and target new-logo acquisitions

Executive Relationships and Consultative Selling

• Build multi-threaded, trust-based partnerships with senior decisionmakers across client organizations
• Lead purposeful weekly outreach campaigns, both self-generated and in partnership with Marketing, to create qualified opportunities
• Use curiosity and strategic questioning to uncover client priorities, goals, motivations, and unmet needs
• Create, own, and continuously refine a compelling ACAMS value proposition that converts client activity into commercial opportunities

Territory Strategy, Pipeline, and Forecasting

• Own and update a monthly Pathway to Plan, territory plan, and key account-based plans for Tier 1 and Tier 2 clients
• Generate a consistent volume of strategic client meetings across the territory, with diversity across accounts and stakeholder levels
• Maintain a rolling 12-month opportunity view and provide weekly Salesforce opportunity updates through clear, current sales notes
• Deliver a reliable rolling three-month forecast, maintain healthy pipeline coverage, and take ownership of results against plan

Market Expertise and Portfolio Diversification

• Demonstrate thought leadership across financial services and within AML, fraud, and technology
• Position ACAMS solutions as strategic responses to evolving financial crime, risk, and regulatory priorities
• Growing multi-product penetration, including anti-fraud programming and other relevant portfolio offerings
• Use sales technology and technology-enabled workflows to prioritize high-impact activity and improve commercial outcomes

Qualifications

• A bachelor's degree required or equivalent experience
• 5-7 years of B2B sales experience within financial crime, financial services, risk, technology, or a closely related sector.
• Proven success managing and growing high-value enterprise accounts while also landing new business and new logos.
• Demonstrated ability to develop and execute strategic sales plans that achieve revenue growth targets.
• Experience with enterprise selling, relationship management, and complex consultative or software solutions for large financial institutions.
• Strong knowledge of B2B sales processes, techniques, account planning, pipeline management, and forecasting best practices.
• Technology-progressive approach, with demonstrated use of sales platforms and AI-enabled or technology-enabled workflows to improve preparation, prioritization, and execution.
• Curious, coachable, resilient, and accountable, with the judgment to focus on actions that produce meaningful client and business outcomes
• Candidate must permanently reside in the NE region of United States

Success Measures

• Achieve at least 85% of plans on a rolling three-month basis and 100% of plan on a rolling six-month basis
• Maintain a 2.5x pipeline-to-quota ratio
• Build 50% multi-year penetration across the book of business
• Drive portfolio diversification, including anti-fraud programming sales
• This role is eligible for participation in ACAMS' sales incentive program with the terms of participation to be determined based upon responsibilities and qualifications as well as program terms.

EEO

We are proud to be an EEO employer M/F/D/V. At ACAMS, we welcome everyone and have a strong commitment towards diversity and inclusion. We encourage our Colleagues to be their true authentic selves and support laws that prohibit discrimination everywhere we do business. We also maintain a drug-free workplace.