Account Director (Enterprise)

As an Account Director, you will lead account strategy and executive engagement for key customers, ensuring retention, growth and customer advocacy. Reporting to the NSW Enterprise and Government Sales Manager, this senior individual contributor role with no direct reports but drives crossfunctional collaboration and acts as the customer’s executive sponsor.

The position operates under Vocus’s hybrid model (two days per week in the office) and involves frequent travel to customer premises and strategic meetings; no security clearance or shift work is required.

Responsibilities

• Sets the strategy for the strategic management of assigned customer accounts, including account planning, relationship building, and delivering retention and growth objectives
• Set long-term account strategies and plans that address client needs and identify upsell/cross-sell opportunities, driving continuous growth in each account
• Expand relationships with key stakeholders in client organisations through regular business reviews and value add engagements, ensuring high customer satisfaction and loyalty
• Govern contract renewals for existing customers, proactively addressing risks and negotiating terms to secure on-time renewals and prevent churn
• Drive additional sales within the account (new product adoptions, upgrades) by recognising client business needs and coordinating with pre-sales to propose relevant solutions
• Govern resolution of service/support escalations for accounts by working with operations/support teams, ensuring customer issues are promptly addressed, and confidence is maintained
• Exceed retention and expansion sales targets for the account portfolio, accurately forecasting account growth and ensuring each client’s revenue remains on track or growing
• Own detailed account information, opportunity pipelines, and engagement notes in the CRM, providing transparency and insight into account status and opportunities for the organisation.

Requirements

• Minimum 10+ years’ executive account leadership and complex deal orchestration
• Bachelor’s degree preferred, MBA desirable
• Public sector experience preferable, not essential
• Proven success managing large, strategic accounts with executive-level engagement
• Demonstrated achievement of revenue growth, retention, and expansion targets
• Strong commercial acumen, including contract negotiation, pricing strategy, and margin management
• Experience leading pipeline development, forecasting, and deal execution
• Excellent executive communication, negotiation, and presentation skills.