Account Director

Role Overview

The Account Director is responsible for the long-term health, retention, growth, and profitability of PTG’s existing customer accounts. After a new logo is secured by the Account Executive, the Account Director becomes the primary owner of the relationship. This role functions as a strategic advisor, responsible for driving expansion revenue, renewals, recurring revenue, and multi-threaded executive relationships.

Key Responsibilities

Account Growth & Expansion

• Lead upsell, cross-sell, and program expansion initiatives.
• Build and maintain account plans, stakeholder maps, and multiyear growth strategies.
• Identify client challenges and present PTG solutions that drive measurable outcomes.

Relationship Ownership

• Serve as the client’s primary point of contact and trusted advisor.
• Maintain deep relationships at the executive, operational, and field levels.
• Conduct cadence calls, business reviews, and executive alignment meetings.

Forecasting & Planning

• Maintain accurate forecasting in Q360, including expansion pipeline and renewal schedules.
• Monitor account health, satisfaction scores, and risk indicators.
• Provide customer and industry insights back to PTG leadership.

Cross-Functional Collaboration

• Partner with Operations, Engineering, Warehouse, Purchasing, and Digital teams to ensure seamless delivery.
• Collaborate with Project Managers to ensure customer expectations are met or exceeded.
• Provide Voice of Customer feedback to Innovation, Sales Leadership, and Marketing.

Renewals & Recurring Revenue

• Own renewals for software, services, and managed programs.
• Proactively address renewal risks 90–120 days in advance.
• Increase recurring revenue penetration across accounts.

Qualifications

• Bachelor’s degree in Business, Communications, Marketing, or related field; MBA or advanced business training preferred.
• 5 years of progressive experience in account management, enterprise sales, or client relationship leadership, preferably within AV integration, technology, or experiential industries.
• Proven success managing a portfolio of accounts.
• Demonstrated ability to develop and execute strategic account plans that drive growth, retention, and profitability.
• Strong business acumen and financial literacy, with experience in forecasting, pricing strategy, and contract negotiation.
• Excellent executive communication and presentation skills, with the ability to influence senior stakeholders internally and externally.
• Skilled at navigating complex, multi-location client environments and coordinating cross-functional teams to deliver solutions.
• Highly organized and self-directed with strong analytical and problem-solving abilities.
• Experience with Q360 preferred.