Senior Account Director

Sobre el puesto

About You
You are a strategic and commercially driven Account Director who enjoys building long-term partnerships and uncovering new opportunities within complex enterprise accounts. You understand how to move beyond day-to-day account management to become a trusted advisor to senior business and technology leaders, connecting their priorities and challenges with solutions that create measurable business value.
You bring a strong growth mindset to client relationships, combining executive-level relationship building with thoughtful account planning, commercial judgment, and a clear understanding of the technology services landscape. You are comfortable navigating complex organizations, developing multi-threaded relationships, identifying expansion opportunities, and taking ownership of account health, revenue growth, and long-term customer success.
You Bring to Applaudo the Following Competencies:

• Bachelor’s Degree in Business Administration, Technology, Engineering, or a related field is desired, or equivalent professional experience.

• 8+ years of experience in Account Management, Client Services, Enterprise Sales, or Strategic Customer Success.

• 5+ years of experience managing enterprise technology accounts, preferably within Software Development, Consulting, or Technology Services.

• Proven track record of growing multi-million-dollar client relationships through upselling, cross-selling, renewals, and expansion.

• Strong understanding of Software Development, Agile Delivery, Cloud Technologies, AI, and Digital Transformation.

• Proven ability to build and execute strategic account plans focused on revenue growth, wallet share, stakeholder engagement, and risk mitigation.

• Demonstrated experience establishing and managing relationships with C-level and senior technology executives, including CIOs, CTOs, VP Engineering, Chief Digital Officers, and Product Executives.

• Strong commercial, negotiation, forecasting, and pipeline management skills.

• Excellent ability to build multi-threaded relationships across business and technology stakeholders.

• Experience using CRM platforms to maintain accurate account, pipeline, and opportunity data.

• Strong understanding of customer success principles, account health management, and churn prevention.

• Exceptional communication, presentation, negotiation, and relationship-building skills.

• Advanced/Fluent English and Spanish proficiency (C1+ / Fluent in both).

Nice to Have:

• Experience working within a nearshore software development company.

• Experience managing Fortune 1000 accounts.

• Knowledge of AWS, Azure, Google Cloud, Data Platforms, and Generative AI.

• Familiarity with sales methodologies such as MEDDICC, Challenger, or Value Selling.

You Will Be Accountable for the Following Responsibilities:

• Own a portfolio of strategic accounts and corresponding revenue targets, driving long-term growth and customer retention.

• Develop and execute comprehensive annual account growth plans to increase wallet share and expand Applaudo’s presence within existing clients.

• Identify and develop cross-sell and upsell opportunities across AI Solutions, Software Engineering, Cloud Services, Data & Analytics, Cybersecurity, Product Development, and Managed Services.

• Build and maintain trusted relationships with C-level executives, business leaders, and senior technology stakeholders.

• Lead Quarterly Business Reviews (QBRs), Executive Business Reviews (EBRs), strategic planning sessions, and technology roadmap discussions.

• Own expansion pipeline generation, forecasting, growth plans, and achievement of quarterly and annual revenue targets.

• Coordinate commercial negotiations, renewals, and contract expansions in collaboration with internal stakeholders.

• Partner closely with Delivery, Customer Success, Recruiting, and Executive Leadership teams to maximize customer value and account growth.

• Proactively monitor account health, customer sentiment, and business risks to reduce churn and strengthen long-term partnerships.

• Lead account strategy development, including organizational mapping, stakeholder analysis, competitive landscape assessment, growth opportunities, risk mitigation, and executive engagement strategies.

• Resolve client escalations and coordinate cross-functional action plans to protect strategic relationships and ensure customer satisfaction.

• Maintain accurate CRM data, opportunity tracking, account plans, forecasts, and revenue reporting.

• Leverage knowledge of emerging technologies and digital transformation trends to identify new business opportunities within existing accounts.

• Report account performance, growth opportunities, risks, and revenue forecasts to Executive Leadership.

• 8+ years of Account Management, Enterprise Sales, Client Services, or Strategic Customer Success experience.

• 5+ years managing enterprise Technology Services accounts.

• Proven track record growing multi-million-dollar accounts through upselling, cross-selling, renewals, and expansion.

• Strong C-level relationship management and strategic account planning experience.

• Commercial negotiation, forecasting, and pipeline management expertise.

• Advanced/Fluent English and Spanish proficiency.

About Us
We Are Engineered Different.
At Applaudo, talented people design, build, and scale meaningful, AI-powered solutions that create real business impact. As an AI-native organization, we collaborate across design, development, cloud, data, and artificial intelligence to turn ideas into scalable products that transform how companies operate, make decisions, and grow.
We are building a high-performance culture grounded in five values: Empowering Excellence, Collaborative Teamwork, Unsolicited Respect, Consistent Transparency, and Efficient Communication. These define how we work, how we support one another, and how we hold ourselves accountable.
Applaudo is a place for people who want to learn fast, take…