What are the responsibilities and job description for the Enterprise Account Director position at Food Management Search?
This is a high-impact, quota-carrying role where you’ll own a portfolio of Fortune 1000 customers and be instrumental in driving growth through upsells, cross-sells, and account optimization.
What You’ll Be Doing:
- Account Growth Strategy – Develop and execute strategic account plans to expand footprint within existing enterprise customers.
- Relationship Development – Build long-term, trusted partnerships with senior stakeholders, understanding their business objectives and aligning our solutions accordingly.
- Value Expansion – Identify opportunities to introduce new use cases, product features, and services that deliver additional value.
- Executive Engagement – Lead regular executive business reviews and strategic planning sessions to reinforce our client's value proposition and uncover new opportunities.
- Collaboration for Success – Partner closely with Customer Success, Product, and Marketing to deliver a seamless customer experience and ensure successful expansion initiatives.
- Forecasting & Reporting – Maintain accurate account plans, pipeline visibility, and revenue forecasts, sharing updates and insights with leadership.
- Customer Advocacy – Empower and mobilize clients as references, case study participants, and champions within the legal tech community.
- Market Expertise – Stay current on legal industry trends, procurement priorities, and customer challenges to inform account strategies.
Candidates in Central and Eastern time zones are preferred.
Who You Are:
You have…
- 5 years of experience in enterprise SaaS account management, customer growth, or consultative sales with at least 3 years selling to corporate legal departments.
- A proven ability to expand revenue within large, complex organizations through strategic account development.
- A strong executive presence and experience engaging General Counsels, CLOs, and senior legal ops leaders.
- A consultative approach to identifying customer needs and designing tailored solutions.
- Excellent communication, planning, and presentation skills.
- A track record of working cross-functionally to deliver customer success and revenue impact.
- You are comfortable representing our client in person with senior stakeholders, including traveling for onsite client meetings and key account engagements.
- Experience thriving in fast-paced, high-growth SaaS environments.
Bonus Points if you have:
- Experience with value-based selling methodologies (e.g., Challenger, MEDDIC).
- Prior success in account-based selling or expansion roles with multi-product portfolios.
- Familiarity with legal procurement, legal pricing and spend management.