Director, Account Management

Druva, the autonomous data security company, puts data security on autopilot with a 100% SaaS, fully managed platform to secure and recover data from all threats. The Druva Data Security Cloud ensures the availability, confidentiality, and fidelity of data - providing customers with autonomous protection, rapid incident response, and guaranteed data recovery. The company is trusted by its more than 6,000 customers, including 65 of the Fortune 500, to defend business data in today’s ever-connected world. Amidst a rapidly evolving security landscape, Druva offers a $10 million Data Resiliency Guarantee ensuring customer data is protected and secured against every cyber threat. Visit druva.com and follow us on LinkedIn, X and Facebook.

Summary:

The Director, Account Management will report to the Vice President of Commercial Sales and will lead a team of Key Account Managers in the assigned territory, expand Druva’s footprint by building upon relationships with our existing customer base driving upsells and Cross-sells. The ideal candidate is one who has built and led sales teams, has a strong track record closing revenue in the software world and in supporting/mentoring the direct reports that make up their sales team. This person needs to be an expert at positioning business value, selling enterprise software solutions, managing complex sales cycles and building relationships with key stakeholders in mid to large corporations.

Responsibilities:

• Own and drive Net Revenue Retention (NRR) goals for the mid-market segment, ensuring consistent expansion within existing accounts.
• Identify, strategize, and execute upsell and cross-sell motions to increase customer adoption of Druva’s product suite.
• Partner with Customer Success, Sales, and Marketing teams to create targeted expansion campaigns that drive additional value for customers.
• Develop data-driven account plans that uncover growth potential and align Druva’s solutions to customer needs. Develop and manage pipeline forecasting, ensuring accurate visibility into expansion revenue.
• Provide mentorship, training, and enablement to sales teams on best practices for driving expansion revenue.
• Build and maintain strong relationships in the top accounts with key stakeholders, decision-makers, and influencers within existing accounts.
• Proactively assess customer satisfaction, usage trends, and pain points to drive deeper adoption and engagement.
• Lead strategic business reviews (QBRs) to reinforce value, identify expansion opportunities, and mitigate churn risk.
• Build and develop the sales team to achieve their next goals driving growth within.

Qualifications:

• Bachelor's Degree
• Strong understanding of Net Revenue Retention (NRR) metrics and strategies to improve customer lifetime value.
• Experience working in a high-growth, fast-paced environment, preferably in data security, cloud, or SaaS industries.
• Exceptional ability to drive strategic account planning and execute data-driven growth strategies.
• Excellent communication, negotiation, and executive presence skills with the ability to influence stakeholders. Minimum of 7 years enterprise software sales management experience in successfully selling solutions at the C-level
• Proven leadership ability to influence, develop and empower employees to achieve objectives with a team approach
• Total comfort demonstrating SaaS/cloud-based software and discussing it with business leaders
• Strong track record of exceeding company sales quotas in a complex sales environment
• Experience in territory management and planning, at the regional and account levels
• Proven expertise with teaching, coaching and training sales methodologies
• Strong written, verbal, presentation and organizational skills required.
• Willing to travel as needed throughout the Region

The pay range for this position is expected to be between $310,000 and $412,667/year; however, base pay offered may vary depending on multiple individualized, non-discriminatory factors, including market location, job-related knowledge, skills, and experience. The total compensation package for this position may also include other incentive compensation opportunities in the form of discretionary annual bonus or commissions, and equity. Additionally, full-time employees are eligible to participate in our comprehensive benefits program, including health and wellness benefits, 401(k) retirement plan, life and disability insurance coverages, and other benefits the Company may offer from time to time.