Senior Director, Account Management

Icertis•United States,

6d•$140,000 - $350,000

About The Position

The Senior Director, Account Management at Icertis drives expansion and growth within existing commercial accounts by understanding customer needs and demonstrating how Icertis Contract Intelligence solutions can deliver measurable success. The role focuses on increasing adoption, maximizing usage, and driving product expansion through relationship-building and strategic value selling. It also involves selling Icertis solutions effectively, leveraging internal teams and resources, and navigating competitive opportunities to achieve consistent growth. The position works with customer stakeholders at all levels, including C-level executives, and collaborates with Customer Success, Professional Services, Engineering, Marketing, and Product Management to ensure customer outcomes, identify solution opportunities, and align offerings with customers’ long-term business goals. The role is expected to contribute to retention, customer advocacy, measurable results, and revenue growth.

Requirements

7+ years of enterprise software sales or account management experience.
At least 5 years of experience in SaaS environments.
Proven success in value-based selling, upselling, and cross-selling that leads to incremental revenue growth.
Ability to manage complex sales cycles and uncover new sales opportunities within existing accounts.
Experience managing large, Fortune 500 client engagements and driving long-term growth and strategic alignment.
Strong track record of developing executive-level relationships and directing strategic initiatives.
Proficiency in enterprise account management, pipeline generation, revenue forecasting, and meeting growth targets.
Exceptional communication, negotiation, and strategic thinking skills, with a focus on measurable results.
Demonstrated ability to increase revenue through strategic account management and upselling and cross-selling.
Ability to collaborate with cross-functional teams to address customer opportunities and improve customer experience.
Proven ability to create customer advocates who promote Icertis solutions within their industries and networks.

Nice To Haves

Domain expertise in CLM, ERP, CRM, or BSM.
Experience selling Icertis opportunities effectively and winning in competitive situations.

Responsibilities

Identify and execute upselling and cross-selling opportunities in existing accounts to expand product usage and increase ARR.
Sell the strategic value of Icertis solutions and use available resources to win competitive opportunities.
Develop and maintain trust-based relationships with customer stakeholders, from individual contributors to C-level executives.
Gain access to key decision-makers independently and by leveraging the Icertis team.
Collaborate with Customer Success, Professional Services, Engineering, and Marketing to support customer outcomes, meet KPIs, and drive adoption and expansion.
Use the full breadth of Icertis resources to deliver value to clients.
Understand customers’ evolving business needs and collaborate with Product Management to identify valuable solution opportunities.
Lead strategic customer discussions, align Icertis offerings with customers’ long-term business goals, and position the solutions as integral to their success.