Account Director

About the Role

We're looking for a Sales Director to own the growth of Blueprint's Data & AI Solutions business. You will personally create net-new enterprise opportunities while deepening existing relationships, expanding successful engagements, and building durable accounts that grow over time.

Blueprint's work spans data platform modernization, migration, governance, analytics, generative AI, cloud optimization, and operationalizing intelligence at scale. Our strategic technology partnerships strengthen what we can bring to customers, but this role is not about selling a platform in isolation. It is about understanding the business problem, defining the measurable outcome, and building the right path from strategy through execution.

You will own the commercial performance and sales motion for Data & AI Solutions as a whole. That means creating focus across the full market opportunity: deciding where Blueprint should pursue growth, opening doors in new organizations, expanding current customers, developing partner-sourced opportunities, and keeping the overall pipeline healthy. The right person combines the persistence of a new-business hunter with the judgment and relationship discipline required to gather, retain, and compound account value.

What You'll Own

• Own and execute the overall sales strategy for Blueprint's Data & AI Solutions business, including growth priorities, target-account focus, new-logo acquisition, existing-account expansion, partner motions, and pipeline development.
• Create net-new demand through disciplined prospecting, relationship development, referrals, events, partner connections, market insight, and persistent executive outreach; do not wait for marketing-generated leads or inbound opportunities.
• Develop new executive and senior-level relationships with data, AI, analytics, technology, finance, and business leaders across target enterprise organizations.
• Identify and shape opportunities across data estate modernization, Databricks and cloud migration, governance, analytics, generative AI, data science, FinOps and lakehouse optimization, and related advisory and delivery services.
• Lead outcome-focused discovery that clarifies the business problem, current environment, executive priority, value case, buying process, budget, risk, and path to action.
• Translate customer needs into a coherent pursuit strategy and mobilize Blueprint's subject matter experts, solution architects, delivery leaders, and executives at the right points in the cycle.
• Develop account-specific value propositions, proposals, presentations, pricing strategies, and statements of work that clearly connect Blueprint's approach to measurable business impact.
• Create and maintain a healthy pipeline across early-stage opportunities, qualified pursuits, renewals, and expansion work; manage CRM data and forecasts with accuracy and candor.
• Build a deliberate gatherer motion across current and former customers: maintain executive relationships, understand changing priorities, connect delivery success to the next business problem, and identify expansion opportunities before an engagement ends.
• Partner with Databricks and other strategic technology providers on co-selling, joint account planning, events, referrals, and go-to-market motions where they improve customer outcomes.
• Work with marketing to turn industry insight, customer proof, thought leadership, events, and campaigns into targeted demand-generation and account-based motions.
• Stay engaged through contracting and delivery transition, protecting scope clarity and ensuring the customer promise is executable.
• Partner with delivery and customer leaders after launch to demonstrate value, protect relationships, and identify logical next opportunities.
• Bring market intelligence back into Blueprint, including customer priorities, competitive patterns, partner signals, objections, and unmet needs that should influence offerings, investments, and messaging.
• Provide leadership with a clear view of the health and trajectory of the Data & AI Solutions business, including pipeline coverage, new-logo activity, account expansion, concentration risk, forecast confidence, and barriers to growth.

What Success Looks Like

• The Data & AI Solutions business has an actionable growth strategy, a healthy opportunity portfolio, and clear priorities across new and existing customers.
• Consistent self-generated activity produces new executive relationships, qualified opportunities, and net-new customers rather than relying primarily on inbound demand.
• Pipeline coverage is healthy, balanced, and grounded in opportunities with validated problems, buyers, value, timing, and delivery fit.
• Blueprint wins work because the pursuit demonstrates business impact, technical credibility, and a practical path to execution.
• Partner relationships produce coordinated account activity and real opportunities rather than passive affiliations.
• Forecasts are reliable, internal pursuit teams are well prepared, and deals transition cleanly into delivery.
• Existing and former customers generate meaningful expansion and re-engagement opportunities because relationships are cultivated intentionally beyond the immediate project.
• Growth is balanced across hunting and gathering: new logos are added while strategic accounts deepen, diversify, and compound in value.

What You'll Bring

• Seven to ten years of enterprise technology, consulting, or professional services sales experience, with a strong record of selling data, analytics, AI, or cloud transformation work.
• Demonstrated success developing net-new enterprise business and expanding strategic accounts through complex, multi-stakeholder sales cycles.
• Working knowledge of modern data platforms and architectures, including data engineering, cloud migration, governance, analytics, AI or machine learning, and the business value they enable.
• Experience selling advisory and implementation services, managed or recurring offerings, and outcome-based solutions to senior technology and business leaders.
• Strong discovery, qualification, value articulation, account planning, negotiation, and forecast management skills.
• Ability to communicate credibly with both technical and nontechnical buyers without overstating expertise or oversimplifying the problem.
• Experience leading cross-functional pursuits with solution architects, delivery leaders, marketing, partners, finance, legal, and executives.
• Strong executive presence, writing, presentation, and facilitation skills.
• High accountability, intellectual curiosity, resilience, and a bias toward action and follow-through.

Preferred Qualifications

• Experience selling Databricks or complementary modern data-platform, analytics, AI, governance, migration, optimization services or Frontier model solutions.
• Existing relationships within one or more of Blueprint's priority industries: manufacturing, retail, financial services, health and life sciences, communications/media/entertainment/gaming, or federal government.
• Experience with co-sell motions, partner-sourced opportunities, and joint go-to-market planning.
• Familiarity with solution accelerators, IP-enabled services, cost-optimization offerings, or productized consulting solutions.
• Proficiency with enterprise CRM platforms and data-driven pipeline management.

Location and Work Arrangement

This is a hybrid role based in Bellevue, Washington, with an expectation of working from the office at least two days per week. Additional in-office attendance may be required based on business needs.