Key Account Director

Key Account Director

Position Summary

The Key Account Director is responsible for managing and growing relationships with the organization's most strategic and high-value clients. This leadership role focuses on client retention, revenue expansion, executive relationship management, contract negotiations, and long-term partnership development.

The position serves as a trusted advisor to key customers while ensuring the successful delivery of products, services, and business solutions that support client objectives and drive mutual growth.

Key Responsibilities

Develop and execute strategic account plans for major clients and enterprise accounts

Build and maintain executive-level relationships with key decision-makers and stakeholders

Drive account growth through upselling, cross-selling, renewals, and strategic expansion opportunities

Serve as the primary escalation point for critical client issues and relationship management

Collaborate with sales, customer success, operations, finance, and product teams to ensure client satisfaction

Lead contract negotiations, pricing discussions, and commercial agreement renewals

Monitor account performance, revenue contribution, profitability, and client engagement metrics

Identify new business opportunities within existing client portfolios

Coordinate executive business reviews (EBRs) and strategic planning sessions with customers

Develop customer retention and loyalty initiatives

Forecast revenue, manage pipelines, and achieve account growth targets

Mentor account managers and client relationship teams

Qualifications

Bachelor's degree in Business Administration, Marketing, Finance, Communications, or related field

MBA preferred for enterprise-level organizations

8–15+ years of experience in account management, business development, enterprise sales, customer success, or relationship management

Proven success managing large strategic accounts and driving revenue growth

Strong negotiation, presentation, and executive communication skills

Experience working with C-suite stakeholders and enterprise customers

Strong commercial and financial acumen

Core Competencies

Strategic Account Management

Executive Relationship Building

Revenue Growth

Client Retention

Contract Negotiation

Enterprise Sales

Customer Success Leadership

Business Development

Commercial Strategy

Stakeholder Management

Typical Reporting Structure

Reports To

Vice President of Sales

Vice President of Customer Success

Vice President of Strategic Accounts

Chief Revenue Officer (CRO)

Oversees

Key Account Managers

Strategic Account Managers

Client Success Managers

Enterprise Relationship Teams

Account Development Specialists