SLED Account Executive
Omnissa
SFDC
Account Director – Strategic CRO Accounts
H1
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $130,000 - $160,000 per year
Job Level
Lead
About the role
- Serve as the executive-level point of contact for assigned strategic accounts, building long-term, trusted partnerships across C-Suite, Regional, Franchise, and Business Unit leaders.
- Ensure retention by leading Executive Business Reviews, navigating renewals, and proactively addressing risks to customer health.
- Act as H1’s ambassador within customer steering committees, ensuring alignment between customer priorities and H1’s roadmap.
- Develop and execute multi-year account strategies that expand H1’s footprint through cross-sell and upsell opportunities.
- Identify and drive expansion opportunities into new business units, geographies, or product lines.
- Partner with H1’s Legal, Finance, and internal stakeholders to negotiate renewals, expansions, and complex agreements.
- Identify, prospect, and acquire new CRO customers; own the full sales cycle for new logos — from prospecting and discovery through negotiation and contract execution.
- Collaborate with Marketing and Business Development teams to build pipeline and accelerate market penetration.
- Seamlessly transition new customers into long-term strategic accounts with support from Customer Success and Implementation teams.
- Gain a deep understanding of customer initiatives, industry trends, and emerging business needs to anticipate opportunities.
- Provide structured, data-driven feedback to Product, Marketing, and Customer Success teams to influence product roadmap and go-to-market strategy.
- Represent customer perspectives internally, ensuring H1 delivers best-in-class solutions and support.
- Accurately forecast quarterly revenue (both new and expansion) across your accounts and pipeline.
- Maintain rigorous CRM hygiene, ensuring all pipeline, account, and deal activity is documented and up to date.
- Become a subject-matter expert in H1’s products, services, and value proposition to credibly engage with executives and technical stakeholders.
Requirements
- 8+ years of experience in enterprise account management and new business acquisition, ideally within SaaS, data, or healthtech.
- Demonstrated success managing a multi-million-dollar portfolio while consistently exceeding new business quotas.
- Strong executive presence with the ability to engage, influence, and build trust at the C-level.
- Proven track record of driving both net-new ARR and expansion ARR across enterprise accounts.
- Commercial acumen with deep experience in complex deal negotiation and revenue forecasting.
- Strategic thinker who thrives in a fast-paced, cross-functional environment, balancing customer advocacy with revenue growth.
- Experience with value-based selling.
- Comfortable with traveling to customers 20% of the time.
Benefits
- Full suite of health insurance options, in addition to generous paid time off
- Pre-planned company-wide wellness holidays
- Retirement options
- Health & charitable donation stipends
- Impactful Business Resource Groups
- Flexible work hours & the opportunity to work from anywhere
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
enterprise account managementnew business acquisitionrevenue forecastingcomplex deal negotiationvalue-based sellingcross-sellupselldata-driven feedbackpipeline managementCRM hygiene
Soft skills
executive presenceinfluencetrust buildingstrategic thinkingcustomer advocacycollaborationcommunicationproblem-solvingadaptabilityrelationship management
