Managing Director - Strategic Accounts

BRIEF DESCRIPTION

The Managing Director, Strategic Accounts is responsible for driving revenue growth across a defined portfolio of national strategic accounts by converting Master Service Agreements (MSAs) into repeatable, site-level revenue.

 

This role leads account strategy, builds executive relationships, and orchestrates cross-functional execution to expand share of wallet, accelerate activation, and deliver consistent performance across markets.

 

PRINCIPAL DUTIES & RESPONSIBILITIES

 

Strategic Account Growth & Activation

· Own and grow a defined portfolio of national accounts (e.g., Hospitality operators, REITs, management groups)

· Develop and execute account plans aligned to revenue, margin, and activation targets

· Drive disciplined activation of MSAs into site-level revenue across properties and markets

· Identify and convert near-term opportunities while building long-term pipeline within each account

· Expand share of wallet through cross-sell, repeat business, and strategic positioning

· Identify and leverage BluSky’s full service platform to bring cross-division capabilities to clients, deepening the value and breadth of each account relationship

 

Executive Relationship Management

· Build and maintain senior-level relationships across ownership, asset management, and operations

· Establish BluSky as a preferred partner through consistent engagement and value delivery

· Leverage national relationships to influence local buying decisions and project flow

· Establish formal client governance frameworks including relationship matrices, executive engagement cadences, and strategic account plans to ensure structured, proactive account stewardship

 

Pursuit & Pipeline Leadership

· Lead strategic pursuits including new logos, MSA development, renewals, and expansions

· Maintain a disciplined pipeline and forecasting cadence within CRM

· Ensure timely follow-up, conversion, and visibility of high-value opportunities

· Challenge existing account prioritization and sales strategies to drive higher ROI

 

Enterprise-to-Local Execution

· Partner with regional sales and operations teams to translate national strategy into local execution

· Drive alignment across teams to ensure consistent delivery and client experience

· Remove barriers to activation and accelerate speed-to-revenue across accounts

· Lead account onboarding and transition management for new wins, ensuring day-one readiness and a seamless client experience from contract execution through full activation

 

Market Presence & Industry Engagement

· Build a strong presence within key industry associations and networks

· Represent BluSky at targeted events to drive brand visibility and opportunity generation

· Strengthen relationships with CRE aggregators and industry influencers to unlock growth

 

Leadership & Operating Discipline

· Act as a cross-functional leader across sales, operations, and marketing teams

· Reinforce a culture of accountability, performance, and collaboration

· Coach and develop regional account talent to strengthen execution capability and build a high-performance account management culture across assigned markets

· Contribute to the development of scalable account management and sales practices

· Ensure financial discipline across assigned accounts, including contract compliance, revenue recognition, and timely resolution of billing or collections issues

 

SUCCESS MEASURES

· Revenue growth across assigned strategic accounts

· MSA activation rates and conversion to recurring revenue

· Expansion of share of wallet within key accounts

· Pipeline health, forecast accuracy, and conversion rates

· Strength and depth of executive client relationships

· Consistency of execution and client experience across markets

· Account retention rate and protection of revenue across Tier 1 and high-value accounts

 

SUPERVISORY RESPONSIBILITY:

Provides leadership across regional sales and operations teams to drive execution, alignment, and performance across strategic accounts.

 

QUALIFICATIONS & REQUIREMENTS

· 5+ years of experience in strategic account management or enterprise sales

· Strong executive presence and relationship management skills

· Deep familiarity with how ownership groups, asset managers, and operators make buying decisions across multi-site portfolios, gained through experience in commercial real estate, property management, facilities services, construction, or restoration

· Proven track record of growing national or multi-market accounts

· Demonstrated ability to devel