Key Account Director - Greece

Gentrack

23h

About The Position

The Key Account Director (KAD) is the single accountable business owner for one or more Gentrack customers, with full end-to-end P&L responsibility. The KAD represents Gentrack to the customer and the customer within Gentrack, coordinating sales, delivery, product, and solution resources to drive account growth, retention, and customer satisfaction. The role has full commercial accountability for assigned accounts, including revenue, margin, renewals, forecasting, and pipeline. The KAD develops multi-year account plans, manages contractual governance for complex multi-year agreements, builds executive customer relationships, and acts as a trusted advisor and primary escalation point. The position also coordinates internal teams to align commercial strategy with delivery execution. The role’s success is measured by account revenue and ARR growth, net revenue retention, customer satisfaction and NPS, contract renewal rate, compliance with on-site presence expectations, and the quality and currency of account plans.

Requirements

At least 5 years of experience in account management, customer success, or commercial roles in enterprise software or utility services.
Demonstrable track record of growing and retaining complex enterprise accounts.
Experience managing or navigating multi-year contracts and commercial negotiations.
Degree-level education or equivalent professional experience.
Commercial and contract negotiation skills.
Executive stakeholder engagement and trusted-advisor capability.
Account planning and strategic thinking.
Ability to coordinate cross-functional teams without direct authority.
Strong financial literacy and P&L understanding.
Excellent written and verbal communication skills.
Resilience and delivery focus under pressure.

Nice To Haves

Understanding of the utility sector, particularly energy or water.

Responsibilities

Own the full commercial performance of assigned accounts, including revenue, margin, renewals, forecasting, and pipeline.
Develop and maintain multi-year account plans that balance growth and defensive strategies.
Manage contractual governance across complex multi-year framework agreements.
Design and execute account strategies aligned with each customer’s business roadmap.
Drive upsell and cross-sell in collaboration with CS&IT and Delivery service lines.
Maintain deep knowledge of customer organisations, strategies, IT landscapes, and business performance.
Build and maintain executive-level relationships with CxO, SVP, and VP stakeholders.
Maintain a minimum of two days per week of on-site presence at customer premises.
Serve as the trusted advisor and primary escalation point for issues affecting the account.
Represent the customer within Gentrack and Gentrack’s commercial interests in front of the customer.
Coordinate Delivery, CS&IT, Product, Finance, and Legal resources to execute account plans.
Align commercial strategy with delivery execution.