What are the responsibilities and job description for the Director Strategic Accounts position at Pactum AI?
About the role Pactum is looking for an experienced Strategic Advisor or Procurement Practitioner who is also commercially minded. The Director, Strategic Accounts is responsible for driving strategic alignment between Pactum and our customers, ensuring a clear pathway to success / ROI, and to grow their portfolio of accounts across North America. This role sits at the intersection of relationship management, consultative selling, and customer success - ideal for someone who understands enterprise procurement, knows how to navigate complex organizations, and can turn customer value into expanded commercial opportunity.
You won't just manage accounts - you'll grow them. You will build trust with executive-level stakeholders, identify and close expansion opportunities, and act as a strategic advisor to some of the world's largest enterprises. Your success will be measured by net revenue retention, expansion pipeline created, and the outcomes your customers achieve with Pactum.
This is an individual contributor role with meaningful growth potential as Pactum's customer organization scales.
What you'll be doing
Executive relationship management: Build and deepen relationships with CPO, CFO, and VP-level stakeholders across your accounts. Become the person they call when they want to think through what's next - not just when something needs fixing.
Trusted advisor: Guide customers on how to maximize their outcomes with Pactum. Bring insights, best practices, and a point of view - not just responsiveness.
Renewals and commercial ownership: Own renewals, upsells, and cross-sells across your portfolio. Run structured account plans and maintain a clear view of risk and opportunity at all times.
Account expansion: Identify and pursue growth opportunities across countries, business units, use cases, and product lines. Own the full expansion motion - from spotting the opportunity to closing the deal.
Cross-functional coordination: Partner with Pactum's Sales, Product, and Deployment and Operations teams to ensure seamless delivery and that what's been sold gets realized. Feed customer insight back into the product and go-to-market.
Scaling best practices: Help build the playbooks, frameworks, and processes that define how Pactum manages enterprise accounts as the business grows. You're not just executing - you're helping shape the function.
What we think it takes to succeed
🌴 Unlimited vacation time. You decide how much and when.
🩺 Paid sick leave. Take the time you need, worry-free.
💼 Company equity. Share in our success.
💰 Competitive salaries. We benchmark industry figures so you don’t have to.
🎓 Learning & development. We support your growth through seminars, workshops, and resources.
⏰ Flexible schedule. Work whenever and wherever suits you.
🌍 Annual off-site retreats. Get inspired in real life.
🤝 Team bonding. Enjoy happy hours, activities, and cross-functional chats with fellow Pactonians.
❤️ Medical, dental, and vision coverage. Including US programs and EU/UK government plans.
🖥️ Office setup stipend. For remote employees to do their best work.
🌴 Generous national holidays. Including U.S. programs and EU/UK local holidays.
👶 Paid parental leave. Supported by US and EU/UK programs.
Compensation Details
At Pactum, we pay competitive salaries to ensure that our employees know they are valued. We set standard ranges for all of our positions benchmarked against companies in similar stages of growth and revenue, dependent on job function, expertise level, academic achievements, and geographic location.
The compensation range for this role is $250,000 - $300,000/year on-target earnings, with a 60/40 split between base and variable plus company equity.
You won't just manage accounts - you'll grow them. You will build trust with executive-level stakeholders, identify and close expansion opportunities, and act as a strategic advisor to some of the world's largest enterprises. Your success will be measured by net revenue retention, expansion pipeline created, and the outcomes your customers achieve with Pactum.
This is an individual contributor role with meaningful growth potential as Pactum's customer organization scales.
What you'll be doing
Executive relationship management: Build and deepen relationships with CPO, CFO, and VP-level stakeholders across your accounts. Become the person they call when they want to think through what's next - not just when something needs fixing.
Trusted advisor: Guide customers on how to maximize their outcomes with Pactum. Bring insights, best practices, and a point of view - not just responsiveness.
Renewals and commercial ownership: Own renewals, upsells, and cross-sells across your portfolio. Run structured account plans and maintain a clear view of risk and opportunity at all times.
Account expansion: Identify and pursue growth opportunities across countries, business units, use cases, and product lines. Own the full expansion motion - from spotting the opportunity to closing the deal.
Cross-functional coordination: Partner with Pactum's Sales, Product, and Deployment and Operations teams to ensure seamless delivery and that what's been sold gets realized. Feed customer insight back into the product and go-to-market.
Scaling best practices: Help build the playbooks, frameworks, and processes that define how Pactum manages enterprise accounts as the business grows. You're not just executing - you're helping shape the function.
What we think it takes to succeed
- Based in the United States, ideally east coast or central
- 8 years of enterprise SaaS account leadership, combining hands-on procurement practitioner expertise with a proven track record in delivering strategic advisory and digital transformation services.
- Deep familiarity with enterprise procurement processes and how large organizations make buying and expansion decisions
- A consultative approach - you bring a point of view, ask the right questions, and know how to position value at the executive level
- Experience managing complex, multi-stakeholder relationships across geographies and business units simultaneously
- Strong executive communication skills, both written and verbal, with credibility in front of senior enterprise stakeholders
- A track record of growing accounts - not just retaining them - through structured expansion motions and executive engagement
- Experience with CRM tools such as Salesforce
- Comfort operating in a high-growth startup where you'll need to build process, not just follow it
- High ownership, low ego - you chase outcomes, navigate ambiguity, and don't wait for permission
- Willingness to travel to meet customers and work across international teams
🌴 Unlimited vacation time. You decide how much and when.
🩺 Paid sick leave. Take the time you need, worry-free.
💼 Company equity. Share in our success.
💰 Competitive salaries. We benchmark industry figures so you don’t have to.
🎓 Learning & development. We support your growth through seminars, workshops, and resources.
⏰ Flexible schedule. Work whenever and wherever suits you.
🌍 Annual off-site retreats. Get inspired in real life.
🤝 Team bonding. Enjoy happy hours, activities, and cross-functional chats with fellow Pactonians.
❤️ Medical, dental, and vision coverage. Including US programs and EU/UK government plans.
🖥️ Office setup stipend. For remote employees to do their best work.
🌴 Generous national holidays. Including U.S. programs and EU/UK local holidays.
👶 Paid parental leave. Supported by US and EU/UK programs.
Compensation Details
At Pactum, we pay competitive salaries to ensure that our employees know they are valued. We set standard ranges for all of our positions benchmarked against companies in similar stages of growth and revenue, dependent on job function, expertise level, academic achievements, and geographic location.
The compensation range for this role is $250,000 - $300,000/year on-target earnings, with a 60/40 split between base and variable plus company equity.
Salary : $250,000 - $300,000