Director of Global Account Management

Accountabilities:: As Director of Global Account Management, you will establish a high-performing account management function that strengthens customer relationships, accelerates recurring revenue growth, and supports the company's global expansion strategy. Your responsibilities will include: Lead, develop, and inspire a global team of more than 20 account managers and three team managers, supporting performance and growth across the Americas, EMEA, APAC, and India. Own global net revenue retention (NRR) and account expansion targets, developing strategies to drive upselling, cross-selling, recurring revenue growth, and broader platform adoption. Build proactive account growth strategies that identify expansion opportunities, strengthen customer relationships, and maximize long-term customer value. Coach account managers on communicating the business value of complex technical solutions to CIOs, CISOs, IT directors, and other technical decision-makers. Maintain a strong understanding of the product portfolio and cybersecurity ecosystem to help teams address customer needs and position solutions effectively. Establish and continuously improve account management best practices, programs, standards, and processes, including account planning, account-based marketing (ABM), pricing strategies, and quarterly business reviews (QBRs). Engage directly with customers at different organizational levels to support strategic relationships, resolve challenges, and strengthen the account management function. Collaborate with Product Marketing, Product Management, Alliances and Channel, Professional Services, Sales, and executive leadership to communicate customer feedback, influence product roadmaps, and deliver a seamless customer journey. Lead strategic initiatives with cross-functional teams to improve account performance, customer experience, and revenue outcomes. Partner with Marketing to maintain a consistent brand experience across customer interactions. Foster a culture of accountability, continuous learning, constructive feedback, and customer advocacy through hands-on leadership and coaching. Requirements: The ideal candidate is an experienced commercial leader with a strong record of growing existing customer accounts, managing global teams, and selling technically complex SaaS solutions. The following qualifications and skills are required: At least 8 years of experience leading and managing account management teams. A proven track record of driving proactive account expansion, increasing annual recurring revenue (ARR), securing upsells, and retaining key customers. At least 3 years of experience selling a SaaS platform within a high-growth, US-based company, serving customers across multiple geographies, including enterprise customers in the United States. Experience working with technically complex software platforms and selling to technical buyers. Strong leadership skills, with the ability to inspire, coach, and develop team members at all levels. Excellent customer advocacy skills, including the ability to listen carefully, articulate positions clearly, challenge assumptions respectfully, and give and receive constructive feedback. Creative problem-solving abilities, with a practical approach to identifying obstacles and developing effective solutions. A strong outcome-oriented mindset, with the ability to define desired results and collaborate across teams to achieve them. Excellent communication, collaboration, facilitation, and presentation skills when engaging with customers, teams, and senior executives. Fluency in written and spoken English, as internal communication, interviews, and screening activities are primarily conducted in English. Current residence in India and legal authorization to work in the country. The following experience would be an advantage: Previous leadership experience with sales operations or deal desk teams. Familiarity with IT infrastructure and identity or access management technologies, such as directory services, LDAP, RADIUS, SAML, multifactor authentication (MFA), and mobile device management (MDM), or comparable complex technologies. Benefits: Fully remote work arrangement within India. Opportunity to lead a global team and influence account management strategy across multiple international markets. A collaborative, high-growth SaaS environment working on complex IT management and cybersecurity challenges. Opportunities to work closely with experienced executive leadership and cross-functional teams. A culture that encourages innovative thinking, employee contributions, and the sharing of new ideas. Opportunities for professional development, leadership growth, and continuous learning. An inclusive, people-first workplace that values diverse backgrounds, perspectives, and experiences.