The Key Account Director / Enterprise Account Executive / Strategic Accounts Lead develops and grows relationships with major customers, aligning the organisation’s products and services with their business priorities. This role manages complex sales opportunities and strategic account plans to support customer acquisition, retention, account expansion, and sustainable revenue growth.
The position works closely with Sales, Customer Success, Product, Solutions Consulting, Marketing, Finance, Legal, and delivery teams. Responsibilities include identifying customer needs, mapping decision-makers, developing value propositions, coordinating proposals, managing negotiations, and maintaining accurate opportunity forecasts. The role builds relationships across customer organisations, oversees commercial discussions, and coordinates internal resources to ensure that commitments are practical and customer expectations are understood.
At director or strategic-lead level, the role defines priorities for a portfolio of key accounts, develops executive relationships, and guides account teams through complex buying processes. For enterprise account executive positions, the emphasis includes prospecting, qualifying opportunities, and securing new business. Across all levels, the role monitors account performance, identifies growth opportunities and commercial risks, and supports effective handovers and ongoing collaboration throughout the customer lifecycle.
Qualifications
- Bachelor’s degree in Business, Marketing, Commerce, Finance, Technology, or a related field, or equivalent practical experience.
- Experience in enterprise sales, key account management, strategic account development, or complex business-to-business selling.
- For director or lead positions, demonstrated experience managing major account portfolios, guiding account teams, and engaging executive stakeholders.
- Proven ability to achieve sales targets, grow customer accounts, and manage opportunities through extended sales cycles.
- Experience developing account plans that connect customer priorities with clear commercial objectives and actions.
- Strong ability to identify, qualify, and progress opportunities involving multiple decision-makers, procurement teams, and technical stakeholders.
- Experience conducting discovery discussions and translating customer requirements into relevant solutions and value propositions.
- Ability to develop business cases that explain expected benefits, implementation considerations, costs, and commercial value.
- Strong negotiation skills and experience coordinating pricing, proposals, contracts, renewals, and commercial terms.
- Experience building trusted relationships with senior executives, operational leaders, and other influential customer stakeholders.
- Ability to coordinate Sales, Product, Solutions Consulting, Customer Success, Legal, and delivery teams around customer requirements.
- Proficiency in CRM platforms, pipeline management, sales forecasting, and account-performance reporting.
- Strong commercial and financial awareness, including understanding of revenue, margins, customer value, and account profitability.
- Ability to identify account risks, address customer concerns, and manage escalations while maintaining realistic commitments.
- Excellent communication, presentation, stakeholder-management, prioritisation, and problem-solving skills, with resilience and sound professional judgement.
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