Strategic Account Executive

The Customer Business Outcomes Growth & Expansion Director – is a strategic leadership role and a member of the CBO Leadership Team. The role will optimize how CBO delivers business outcomes, creates opportunity, and drives measurable transformation in the Americas — and will codify that motion to expand CBO as the prototype for Frontier Transformation Discovery. The role will work in close partnership with stakeholders across MCAPS Core, Global Enterprise Sales and Frontier Co.  

This role will drive approximately 80% consistency across OUs while allowing 20% localization for market, industry, customer, and regional needs. This leader will act as the strategic advisor to the CBO Leader, and help evolve CBO’s operating model, talent strategy, value proposition and internal awareness and positioning.  

Success Measures 

Business & financial impact 

• Influenced revenue of  $32B across CBO-engaged accounts in FY27, measured as ACR and Billed Revenue tied to CBO tagged opportunities, with a deliberate, healthy tension held between influenced revenue and net-new opportunity. 

• 410 qualified net-new opportunities and $2B of net-new pipeline created from CBO engagements, of which $330M to close during FY27. 

• A $1.5B uplift in consumption and ACR on CBO-engaged accounts versus a comparable baseline $1B baseline in FY26, with the measurement methodology and baseline signed off by the end of H1 FY27. 

Expansion  

• FY27 execution excellence in the Americas markets and Brazil, Canada and Mexico & Central/South closely tied to the Innovation Hubs of each location 

• Global pilots executed in select geos / accounts in FY27 

• Design scalable model for EMEA/Asia operating at 80% or more common CBO model, verified through instrumented playbook and tooling adoption rather vs self-report 

• CBO confirmed as a Frontier Accelerate program on select accounts in FY27, scaling to a mainstream Frontier Transformation asset in FY28 

Operating discipline & tooling 

• A consistent, value-driven ROB in place for 100% of OUs, with the weekly business rhythm held for at least 70% of weeks and aspirational targets reported transparently, embracing the red to build integrity with stakeholders. 

• The current CBO agent suite adopted by at least 100% of the existing team, with at least 4 iterations shipped on user feedback, and a documented, standardized approach to how CBO qualifies, pitches, prepares, and executes.