Strategic Account Director

Intellum, Inc.

3d•Remote

About The Position

Intellum’s Strategic Account Director acts as a strategic consultant, account leader, and salesperson responsible for growing the company’s largest and most strategic existing customers. The role combines strategic account management, consultative selling, and business-value selling to deepen customer partnerships and drive account growth. Success requires building strong relationships with LMS Program Owners and senior business leaders, including C-level executives and other leaders responsible for customer, partner, and employee outcomes. The Director understands customers’ learning programs and demonstrates their business impact, using proven ROI to build executive sponsorship and expand accounts across existing programs, new audiences, and new enterprise groups. Intellum is a remote-first corporate education technology company with team members located around the world. The company emphasizes Curiosity, Creativity, Perseverance, and Kindness, and supports personal development and human connection through development budgets and an annual company retreat. The role requires travel multiple times per quarter, up to 40%, to meet with clients, and consistent work across time zones when applicable.

Requirements

At least 8 years of experience in relevant client-facing revenue roles focused on expansion in large strategic accounts.
Demonstrated track record of growing strategic enterprise software or SaaS accounts and meeting or exceeding sales or expansion quotas.
Proven experience working with high-profile clients, such as FAANG companies, and navigating complex, multi-layered enterprise organizations to identify decision-makers and economic buyers.
Strong consultative selling skills, including discovery, critical questioning, listening, analysis, negotiation, communication, and executive presentation.
Strong business acumen and ability to understand how customer education, partner enablement, product education, or learning programs contribute to broader business objectives.
Deep understanding of SaaS platforms, LMS, CMS, or similar tools.
Ability to travel multiple times per quarter, up to 40%, to meet with clients.
Ability to work consistently across time zones, if applicable.
Bachelor’s degree in a related field or equivalent experience.

Nice To Haves

Experience selling to marketing, customer experience, customer education, partner enablement, or other business functions is strongly preferred.

Responsibilities

Own a portfolio of strategic enterprise accounts and carry an expansion revenue quota.
Develop and maintain comprehensive strategic account plans.
Build trusted, multi-layered relationships, starting with LMS Program Owners and using demonstrated program success and ROI to cultivate relationships with C-level executives, CMOs, economic buyers, and procurement stakeholders.
Partner with Customer Success to quantify the business value of existing programs and own Executive Business Reviews (EBRs) across the account portfolio to align executive customers on strategic outcomes and growth opportunities.
Drive pipeline development through EBRs, Client Summits, onsite visits, prospecting, and building a network of relationships at each account.
Lead complex enterprise expansion opportunities from prospecting through close, negotiate expansion contracts and complex renewals, including legal terms, and navigate procurement, legal, and security processes.
Collaborate with CSMs on account health checks and partner with Marketing, Product, Solutions Consulting, and executive leadership to execute strategies, deliver strong outcomes, and provide accurate pipeline forecasts.
Perform other duties as assigned.