Enterprise Account Director

Parabola•New York, NY

7d•$225,000 - $285,000•Hybrid

About The Position

Parabola is seeking a founding Enterprise Account Director to manage and grow its largest, most strategic customers. This role is crucial for the company's growth, focusing on customer retention, expansion, and ensuring maximum value creation through Parabola's AI platform and automation solutions. The Enterprise Account Director will be instrumental in building the playbook for this rapidly expanding segment of the business, working with a book of up to 20 key accounts that are heavily invested in Parabola's technology.

Requirements

5+ years of SaaS closing experience as an Account Executive or Account Manager focused on retention & expansion, ideally in a fast-growing SaaS startup or modern tech company.
Experience managing a high-touch book of business of ~10-25 value accounts.
Skilled in navigating and closing complex, consultative renewals, upsells, and cross-sells from prospecting to close.
Fast learner who excels in environments with ambiguous, challenging problems.
Experience learning new tools, processes, and building things from scratch.
Excited to work out of our NYC or San Francisco office 3-4 days a week.
Commercially skilled and customer-obsessed, with the ability to think critically about expanding customer value.
Cross-functional champion who earns respect and partnership from teammates and customers.
Growth mindset: self-aware, constantly looking for ways to grow, and a fast, self-motivated learner.
Product pro: strives to be an expert in the product and prides themselves on solving customer problems.
Pride in craft: organized, thoughtful, and possesses a strong work ethic.
Ability to build customer trust, being seen as an extension of their team.
Comfortable engaging both technical and non-technical stakeholders in large organizations.

Nice To Haves

Might know your way around a spreadsheet.

Responsibilities

Own the account strategy, health, and expansion plan for a book of strategic customers.
Develop and execute account plans, including assessing current health, identifying expansion potential, and mapping whitespace opportunities.
Collaborate with department leads to identify blockers and re-engage users to drive utilization.
Surface new functional use cases and growth opportunities, evaluating automation potential versus human involvement.
Own the renewal and expansion strategy and execution for the assigned book of accounts.
Accurately forecast retention and expansion on a weekly basis.
Drive alignment with customer leadership on ROI through Executive QBRs, realigning on their top initiatives and how they translate to Parabola mandates.
Leverage whitespace mapping to break into new functions and teams within existing accounts.
Lead discovery calls and demos with key stakeholders and end users to pitch relevant use cases and drive expansion.
Nurture an effective partnership with Automation Engineering counterparts.
Represent strategic customer needs and product requirements to the product and engineering teams.