Director, Account Management

eSentire

34d • Hybrid

About The Position

eSentire is on a mission to hunt, investigate and stop cyber threats before they become business disrupting events. We were founded on the premise that if you can’t find a solution, you build it. Entrepreneurship and innovation are in our DNA. Our culture is based on transparency, teamwork, and continuous innovation.

As the authority in Managed Detection and Response, we protect the critical data and applications of 2000+ organizations in 80+ countries, across 35 industries from known and unknown cyber threats.
The Director, Account Management is responsible for leading eSentire’s Account Management organization, driving customer retention, revenue growth, and long-term strategic partnerships across the existing customer base. This role oversees a team of Account Managers and ensures they are equipped to deliver exceptional customer experiences, expand account value, and align eSentire’s solutions to evolving cybersecurity needs.

The ideal leader brings a strong blend of commercial strategy, customer-centricity, and operational excellence, along with experience managing high-performing teams in cybersecurity, SaaS, or managed services environments.

Requirements

• 7–10+ years of experience in account management, customer success, or sales, with 3–5+ years in a leadership role.
• Proven success leading teams that exceed revenue, retention, and expansion targets in cybersecurity, SaaS, or managed services.
• Strong executive presence and ability to build trusted relationships with CISOs, IT leaders, and business executives.
• Extensive experience overseeing complex deal cycles, renewals, and multi-year commercial negotiations.
• Demonstrated ability to build scalable processes, operational frameworks, and performance metrics.
• Exceptional leadership, coaching, communication, and cross-functional collaboration skills.
• Strong analytical skills with proficiency in CRM systems (Salesforce preferred) and revenue forecasting.
• Bachelor’s degree in business, cybersecurity, or related field; MBA or advanced certifications are an asset.

Nice To Haves

• Deep understanding of cybersecurity markets, MDR/EDR solutions, and customer value drivers (preferred).

Responsibilities

• Lead, coach, and develop a high-performing Account Management team focused on building and maintaining exceptional customer relationships maintaining a lens on advocacy, driving renewals, expansions, and customer value realization.
• Own overall customer retention, revenue growth, and quota attainment across the account management organization.
• Establish clear performance expectations, KPIs, forecasting discipline, and operational rigor for the team.
• Partner with Sales, Customer Success, Product, and Marketing to build cohesive account strategies and drive customer outcomes.
• Oversee development of strategic account plans, ensuring teams identify growth opportunities and maintain strong executive relationships.
• Drive process consistency, best practices, and scalable methodologies across the Account Management function.
• Support Account Managers in executive-level customer engagements, escalations, negotiations, and strategic deal cycles.
• Build and maintain executive-level relationships with key customer stakeholders and decision-makers where needed
• Monitor account health, renewal risk, and customer satisfaction trends, ensuring proactive intervention and risk mitigation.
• Collaborate with Revenue Operations and Customer Success to improve pipeline visibility, forecasting accuracy, and data-driven decision-making.
• Influence product strategy by providing customer insights, market feedback, and emerging cybersecurity needs.
• Partner with Marketing, Customer Success and Sales Enablement to support account-based programs, customer advocacy, and team development.
• Build a culture of accountability, collaboration, and continuous improvement within the Account Management organization.

Benefits

• We celebrate diversity, operating with mutual respect and consideration, in an environment that fosters inclusivity for all.
• We believe that a variety of perspectives, backgrounds, and experiences make us stronger – if you’re enthusiastic about this opportunity but don’t meet every qualification, we encourage you to apply anyway. It takes a diverse set of thoughts, cultures, backgrounds, and perspectives to be a true market leader.
• Our package includes comprehensive health benefits, a flexible vacation plan, and participation in our company-wide equity program, allowing you to share in the success and growth of our organization.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 501-1,000 employees