Strategic Account Director

Summary / Position Purpose:

The Strategic Account Director is responsible for building, growing, and retaining long-term relationships with the company's most critical and high-value clients. This role serves as a trusted advisor, aligning customer business objectives with company solutions to drive mutual growth, revenue expansion, and long-term partnership success.

The Strategic Account Director owns the full post-sale account strategy, working cross-functionally to deliver value, identify opportunities, and ensure exceptional customer experience across the account lifecycle.

Essential Duties, Functions and/or Responsibilities:

Strategic Account Ownership

• Own and manage a portfolio of named strategic accounts with a focus on retention, expansion, and long-term partnership growth
• Develop and execute account plans aligned to customer goals, business priorities, and revenue targets
• Serve as the primary point of contact and escalation for strategic clients

Relationship & Stakeholder Management:

• Build strong relationships with executive-level stakeholders and key decision-makers
• Act as a trusted advisor by deeply understanding customer business models, challenges, and industry trends
• Lead regular business reviews (QBRs/EBRs) and strategic planning sessions with clients

Revenue Growth & Retention

• Identify expansion opportunities including upsell, cross-sell, and renewals
• Partner with Sales, Customer Success, Product, and Operations teams to drive account growth
• Forecast revenue and account health accurately within CRM systems

Cross-Functional Leadership

• Coordinate internal teams to ensure successful delivery, onboarding, and ongoing account support
• Advocate for customer needs internally to influence product improvements and service enhancements
• Ensure alignment across departments to deliver a seamless customer experience

Performance & Reporting

• Track account performance metrics including revenue, retention, satisfaction, and engagement
• Maintain accurate account documentation, forecasts, and pipeline activity
• Provide insights and recommendations to leadership based on customer feedback and account data
• Directly and indirectly responsible for product quality.
• Other duties as assigned.

Education and/or Work Experience Requirements:

• Bachelor's degree in Business, Marketing, or related field (or equivalent experience)
• 5+ years of experience in strategic account management, enterprise sales, or customer success
• Proven experience managing large, complex, or enterprise-level accounts
• Strong consultative selling and relationship-building skills
• Ability to influence and communicate effectively with executive stakeholders
• Experience working cross-functionally in a fast-paced environment
• Proficiency with CRM tools (Salesforce or similar)
• Experience in [industry: manufacturing, SaaS, logistics, healthcare, etc.]
• Working knowledge in test & measurement solutions and applications
• Experience managing multi-year contracts or high ARR accounts
• Strong analytical, negotiation, and presentation skills
• Strategic thinking and business acumen
• Executive presence and communication
• Customer-centric mindset
• Problem-solving and decision-making
• Accountability and ownership

Physical Requirements:

• Ability to safely and successfully perform the essential job functions consistent with the ADA, FMLA and other federal, state and local standards, including meeting qualitative and/or quantitative productivity standards
• Ability to maintain regular, punctual attendance consistent with the ADA, FMLA and other federal, state, and local standards

This position requires applicants to be authorized to work in the US without sponsorship; TestEquity does not sponsor applicants for work visas.

TestEquity provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.