Director, Customer Growth

DataRobot•Boston, TX

About The Position

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. The Director of Customer Growth leads a team of Account Managers who support strategic partnerships with our national customers, while also driving efforts to expand existing partnerships and acquire new logo business. This leader is responsible for driving customer retention, incremental revenue growth, and net-new sales by leveraging a deep understanding of customer AI strategies. The Director partners cross-functionally with Product and Marketing, utilizing insights from the existing customer base to inform new business acquisition strategies and deliver a cohesive customer experience aligned with AI-driven growth goals.

Requirements

Proven experience in a senior account management or sales leadership role, with a strong focus on both driving incremental revenue and acquiring new logo business.
Deep understanding of the generative and agentic AI landscape, including customer use cases, market trends, and implementation challenges.
Exceptional ability to engage and influence C-level and senior technical stakeholders by clearly articulating how AI-centric solutions drive business value.
Experience developing and executing both account expansion and new business strategies that successfully incorporate AI and deliver measurable business outcomes.
Excellent leadership, communication, and cross-functional collaboration skills.
10+ years in account management, customer success, or sales leadership, including 3+ years leading teams.
Experience in SaaS, AI/ML, or enterprise technology environments strongly preferred.
Bachelor’s degree in Business, Technology, or related field; MBA preferred.

Responsibilities

Drive a strategy for both incremental sales within the existing customer base and net-new business acquisition.
Act as a player-coach who is comfortable leading strategic conversations for both new and existing clients, particularly concerning their generative and agentic AI initiatives.
Develop and execute a growth plan emphasizing identifying, pursuing, and closing incremental sales within the existing portfolio, while also targeting and acquiring new clients based on the market's adoption of AI.
Serve as a domain expert on how customers are leveraging agentic and generative AI. Advise both current and prospective clients on how to integrate our products and services into their AI stack to deliver measurable business outcomes and accelerate their AI transformation.
Lead, mentor, and coach a team of Account Managers, ensuring the team is proficient in both incremental and new business development. Ensure they can identify customer AI strategies and drive complex, AI-driven conversations.
Act as a strategic partner, engaging with C-level and technical leaders to co-innovate and design AI-centric solutions for both existing customers and potential new clients.
Leverage insights and success stories from the existing customer base to develop targeted new business strategies and compelling value propositions for prospective clients.
Utilize data-driven insights to monitor client health, proactively identify potential churn risks, and manage growth opportunities.
Partner closely with Sales on new business opportunities, and with Customer Success, Product, and Marketing to deliver a seamless, high-value experience that helps customers achieve their AI-driven goals.
Track key metrics, including customer retention, expansion revenue, new business revenue, and pipeline performance, with a specific focus on growth driven by AI-focused initiatives.