Director, Account Management

Job Description:

DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. 

The Director of Account Management is responsible for leading a team of Account Managers focused on driving customer retention, growth, and long-term strategic partnerships. This leader ensures that customers realize maximum value from their investment, while aligning account strategy with company revenue objectives. The Director partners cross-functionally with Sales, Customer Success, Product, and Marketing to deliver a seamless customer experience and achieve company growth goals.

Key Responsibilities:

Strategic Leadership

• Develop and execute the overall account management strategy to achieve retention, upsell, and cross-sell targets.

• Lead and mentor a team of Account Managers, ensuring alignment with company objectives and professional growth.

• Drive consistent account planning and pipeline management across the team.

Customer Growth & Retention

• Oversee execution of customer account strategies to maximize Net Revenue Retention (NRR).

• Ensure customer satisfaction through proactive engagement, issue resolution, and executive-level relationship management.

• Identify and pursue opportunities for customer expansion, including upsell of new solutions and cross-sell into additional business units.

Cross-Functional Collaboration

• Partner with Customer Success, Professional Services, and Product teams to deliver value and ensure adoption of solutions.

• Align with Sales leadership on territory planning, forecasting, and joint account strategies.
  Collaborate with Marketing and Enablement to provide Account Managers with the tools and resources needed to succeed.

Operational Excellence

• Define, track, and report on key account management metrics, including retention, expansion, and pipeline performance.
  Implement scalable processes, playbooks, and tools that improve team efficiency and customer outcomes.

• Foster a culture of accountability, collaboration, and continuous improvement within the Account Management team.

Knowledge, Skills and Abilities:

• Proven ability to lead and scale account management or customer success teams in a SaaS or enterprise software environment.

• Strong strategic thinking and execution skills, with experience managing multimillion-dollar account portfolios.

• Excellent executive presence and communication skills; ability to influence C-level stakeholders internally and externally.

• Data-driven decision maker with strong business acumen and ability to translate insights into action.

• Strong collaboration and leadership skills with a history of cross-functional success.

Requisite Education and Experience / Minimum Qualifications:

• 10+ years in account management, customer success, or sales leadership, including 3+ years leading teams.

• Experience in SaaS, AI/ML, or enterprise technology environments strongly preferred.

• Bachelor’s degree in Business, Technology, or related field; MBA preferred.

Compensation Statement

The U.S. annual on-target earnings (OTE) range for this full-time position is between $280,000 and $380,000 USD/year. This range represents a combination of annual base pay and targeted commission. Actual offers may be higher or lower than this range based on various factors, including (but not limited to) the candidate’s work location, job-related skills, experience, and education.

The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your locat