Associate Director/Director - Account Management

Responsibilities

Account Relationship Ownership

Serve as the primary commercial and executive point of contact for assigned key clients, building trusted relationships at senior and decision-maker levels.

Develop and maintain a deep understanding of each client’s business, priorities, and decision-making structure, and translate that into account strategy.

Own the account plan: relationship map, growth roadmap, risks, and the path to renewal and expansion.

Contracting

Lead contract negotiations across master agreements, schedules, statements of work, and amendments, partnering with Legal to balance commercial intent and risk.

Own key commercial terms - pricing, SLAs, scope, and renewal mechanics - and drive them to signature.

Ensure delivered work is contracted, invoiced, and revenue-recognized on time, closing gaps between what is delivered and what is papered.

Commercial Management

Own the commercial relationship and the account view: pricing strategy, margin, ARR growth

Identify and close expansion and net-new opportunities within assigned accounts.

Lead pricing strategy for new scope and renewals, including building the internal business case and securing approvals.

Cross-functional Collaboration

Partner closely with Engagement Leaders to ensure commercial commitments are deliverable and delivery realities are reflected commercially; jointly own client success.

Coordinate Product, Finance, Legal, and Delivery into a single account-facing team.

Run governance forums (e.g., QBRs, executive reviews) that connect commercial strategy to delivery outcomes.

Escalation and Risk

Act as the primary commercial escalation point for the account; resolve or route relationship, contractual, and delivery-impacting issues.

Surface account risks early to leadership with a clear recommendation and mitigation path.

What Success Looks Like

Strong, durable executive relationships at assigned accounts.

Clean contractual posture: no material delivered-but-uncontracted or uninvoiced work.

Predictable, growing ARR with healthy margin on owned accounts.

Tight, low-friction partnership with Engagement Leaders and a unified client experience.

Skills

Enterprise account ownership and relationship management

Commer cial contract negotiation

Pricing, margin, and P&L judgment

Executive-level communication and stakeholder credibility

Cross-functional influence without direct authority

Operating across relationship, commercial, contractual, and technical dimensions

Experience and Qualification

12-15 years of experience owning large, complex enterprise client relationships, ideally in a B2B technology, platform, or financial services / payments context.

Demonstrated track record of leading commercial negotiations and structuring / closing contracts of meaningful size and complexity.

Strong commercial acumen: pricing, margin, P&L thinking, and the judgment to balance growth against risk.

Excellent executive-level communication and the credibility to be the senior face of the company to senior client stakeholders.

Proven ability to influence and orchestrate cross-functional teams (Delivery, Product, Legal, Finance) without direct authority.

Comfort operating across a broad surface area - relationship, commercial, contractual, and technical - and at pace.