Account Director - GERMAN speaking - (m/w/d)

 

 

The role

The Account Director, Strategic Accounts is responsible for retaining, expanding, and strategically developing a portfolio of large Enterprise and Government accounts across DACH and Central Europe.

This role owns the commercial relationship, drives significant ARR expansion, delivers strong NRR performance, and develops multi-year account growth strategies. The Account Director acts as a trusted advisor to executive stakeholders, leads complex renewal and expansion negotiations, and orchestrates cross-functional resources to maximize customer value and business outcomes.

Success in this role requires exceptional executive presence, strategic account planning expertise, strong commercial acumen, and the ability to navigate complex buying environments involving procurement, legal, compliance, communications, marketing, and technology stakeholders.

Duties and responsibilities

The role is defined, but not limited to, the following:

Strategic Account Ownership

• Own and manage a portfolio of strategic Enterprise and Government accounts.
• Develop and execute comprehensive multi-year account plans aligned with customer business priorities.
• Build trusted relationships with executive sponsors and key decision makers across business, communications, marketing, procurement, legal, and technology functions.
• Maintain executive stakeholder maps and account growth strategies.
• Lead quarterly and annual account reviews with internal and customer leadership teams.

Revenue Growth & Expansion

• Own and deliver expansion ARR targets and renewal performance across assigned accounts.
• Identify, qualify, and execute upsell, cross-sell, and strategic growth opportunities.
• Build and manage a robust pipeline of expansion opportunities.
• Execute complex commercial negotiations involving multiple stakeholders and business units.
• Develop business cases and value-based proposals that align with customer priorities and measurable outcomes.

Renewals & Commercial Management

• Lead strategic renewal planning and negotiation processes.
• Proactively manage renewal risk and pricing strategies to maximize NRR performance.
• Manage commercial discussions through procurement, legal, security, and compliance reviews.
• Ensure accurate forecasting, pipeline management, and CRM hygiene.
• Maintain inspection-ready account plans and opportunity management processes.

Executive Engagement & Strategic Selling

• Lead advanced discovery and strategic conversations with C-suite and senior business stakeholders.
• Understand customer business strategies, market challenges, and transformation priorities.
• Position solutions based on business value and strategic impact.
• Facilitate executive business reviews and strategic planning workshops.
• Leverage MEDDPICC methodologies to qualify, advance, and close opportunities.

Enterprise & Government Account Management

• Navigate complex procurement and regulatory frameworks.
• Manage long sales cycles and multi-stakeholder buying processes.
• Coordinate responses to RFPs, tenders, security reviews, and compliance requirements.
• Partner with internal teams to align expansion opportunities with delivery capabilities and product roadmap priorities.

Cross-Functional Leadership

• Lead a team-based approach across Customer Success, Professional Services, Solutions Consulting, Product, Marketing, Insights, and Support.
• Drive account planning discipline and strategic account governance.
• Provide customer and market feedback to support product innovation and go-to-market strategies.

Essential Skills and Experience

• 7+ years of experience in Enterprise