In-Account Business Development Director (Senior Account Director)

Phase2

1d•$130,000 - $152,000•Remote

About The Position

We’re hiring a Senior Account Director to drive consultative growth across a portfolio of clients, leading enterprise-scale digital and AI-enabled transformation initiatives. At Phase2, we create custom digital products to solve complex business problems, partnering with clients to build tailored solutions rather than selling SaaS or subscription-based software. This is a quota-carrying, in-account growth role for someone who thrives in a fast-paced environment, leads with insight, and diagnoses business problems before prescribing solutions. You’ll challenge assumptions, navigate objections, and build business cases that unlock meaningful investment. This role demands a consultative selling mindset. Success requires the ability to sell vision, outcomes, and transformation, often before clients fully understand what they need. You will operate at the intersection of digital experience, technology modernization, and applied AI, helping clients move from fragmented initiatives to integrated, high-impact solutions. This position reports to the VP, Account Management Base salary: $130,000–$152,000 On-Target Earnings (OTE): $200,000–$242,000 Commission: $70,000–$90,000 annually at 100% of quota; uncapped commission potential

Requirements

This role requires real consultative digital sales experience.
10+ years in client-facing sales roles at a digital agency, consultancy, or transformation-led firm
Proven success in selling complex digital services or solutions
Success in overseeing client portfolios contributing $7–10 million in revenue annually.
Ability to generate $7M+ in sales, including expansions and renewals, within the assigned portfolio within 12 months.
Strong understanding of digital experience, platforms, and AI-enabled solutions.
Comfort operating in ambiguity and shaping solutions collaboratively with clients.
Experience influencing senior executives through insight.

Nice To Haves

Experience in regulated industries (e.g., healthcare, pharma, wellness, financial services).
Familiarity with platforms like Drupal, Acquia, Adobe Experience Cloud, Optimizely, or similar DXPs.
Demonstrated thought leadership (e.g., panels, blog posts, speaking engagements) in AI or digital transformation.

Responsibilities

Drive In-Account Pipeline and Revenue Growth
Generate a robust pipeline that leads to closing $7M+ in new revenue within 12 months across an existing portfolio and newly signed clients.
Proactively identify areas of opportunity within accounts, lead the complete sales cycle from discovery and rigorous qualification through to pitch, strategic pricing, proposal, negotiation, and close.
Maintain clean, accurate forecasting and pipeline hygiene in Salesforce.
Shape deal strategy, pricing, and scope for high-value digital and AI engagements.
Navigate objections, procurement hurdles, and ambiguity with confidence.
Sell Digital & AI Solutions
Translate AI and digital capabilities into measurable business impact using value-selling methodologies.
A thought leader who guides clients through practical AI integration across marketing, content, IT, and digital operations.
Position AI, digital experience, and modernization as business imperatives.
Build compelling value narratives tied to ROI, risk reduction, speed, and competitive advantage.
Translate complex technology concepts into clear executive-level business cases.
Act as a Trusted Client Advisor
Build deep relationships with Senior and C-Suite stakeholders within accounts.
Serve as a primary point of escalation, balancing client needs with internal delivery realities.
Partner closely with delivery, strategy, and leadership teams to ensure successful outcomes.
Represent Phase2 at industry events and maintain an active, credible thought leadership presence.
Travel to client sites, internal offices, or industry events as needed (typically up to 20%).
Other Ways You’ll Make an Impact
Collaborate with cross-functional teams to shape and deliver solutions that drive measurable value.
Champion client successes internally by ensuring visibility across teams and leadership.
Support marketing in developing case studies and thought leadership, highlighting client impact.
Maintain strong leadership presence within accounts by positioning forward-looking, strategic work that aligns with where the market is headed.
Collaborate with platform and technology partners to identify and pursue co-selling opportunities.
Contribute to a culture of performance, knowledge-sharing, and sales excellence.

Benefits

Fully Remote
Work from anywhere with the support of a remote-first team and flexible culture.
Competitive Compensation
Your salary is determined based on experience, education, certifications, skills, and current market conditions.
Comprehensive Benefits
Full coverage including medical, dental, vision, life insurance, and disability. We also offer supplemental insurance options through Aflac and Transamerica.
Wellness That Rewards You
Our fun and interactive wellness program offers rewards for participation.
Retirement Savings
A 401(k) with a 3% employer contribution–no match required and 100% vested after just 90 days.
Generous Time Off
You’ll start with 16 paid vacation days, 4 personal days, and 1 volunteer day each year. Vacation and personal time increase with your tenure, recognizing your continued contributions.
Paid Parental Leave
We offer up to 12 weeks of fully paid leave for birthing parents and up to 6 weeks of fully paid bonding leave, based on your tenure. This includes support for adoption and foster placement, along with the option to extend time off through additional unpaid leave.
Family-Building Support
Inclusive fertility, adoption, and surrogacy benefits through Kindbody, along with virtual health coaching and care navigation.
New Hire Office Stipend
Receive a $500 stipend to personalize and equip your home workspace for success.