Account Director - East

Job Description: DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future. The Account Director is responsible for driving sustained growth within a portfolio of strategic, high-value customers. This role focuses on expanding wallet share through consultative engagement, maximizing value realization from deployed AI applications, and partnering closely with Engagement Directors and Technical Success Managers to deepen account penetration, identify new use cases, and reduce churn risk.

Key Responsibilities:

• Growth Strategy: Develop and execute multi-year strategic plans to expand usage, cross-sell business applications, and increase AI maturity within assigned accounts.
• Application Expansion & Use Case Development: Partner with Engagement Directors to uncover new GenAI functional use cases, collaborate with Technical Success Managers to increase application consumption, and ensure alignment to outcomes.
• Churn Mitigation & Risk Management: Identify high-risk buying centers or stalled implementations and coordinate internal teams to re-engage customers with refreshed value narratives and delivery strategies.
• Cross-Functional Leadership: Orchestrate collaboration across Engagement Directors, Technical Success Managers, and Pre-Sales resources to ensure successful deployments, adoption, and measurable outcomes.
• Executive Relationship Management: Build and maintain trusted relationships with key customer executives and stakeholders to elevate DataRobots position as a strategic partner in their AI journey.
• Industry Fluency & Vertical Selling: Leverage major/minor vertical alignment to bring consultative insight and guide customers through the AI adoption curve specific to their sector.
• Internal Coordination & Forecasting: Own account-level planning, forecasting, and renewal coordination in partnership with Engagement Directors; act as the single-threaded leader for strategic revenue growth across assigned accounts.

Knowledge, Skills and Abilities:

• Prior sales responsibility within global or large enterprise accounts; with a consistent, proven track record of meeting/exceeding quota
• Ability to apply existing customer solutions into repeatable actions and leverage them within an industry sector; experience in Financial Services (FinServ) or Heavy Industries is a plus
• Experience leveraging a variety of prospecting tools and techniques

Requisite Education and Experience / Minimum Qualifications:

• 12+ years of experience selling enterprise software solutions; 2+ years selling AI-powered services with an industry focus is a plus
• Bachelors degree or equivalent work experience

Compensation Statement:

The U.S. annual on-target earnings (OTE) range for this full-time position is between $300,000 and $400,000 USD/year. This range represents a combination of annual base pay and targeted commission. Actual offers may vary based on factors including candidates work location, skills, experience, education.

Benefits:

May include Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP), among others depending on location.

Employment Type:

Full-time

Location Information:

Locations mentioned elsewhere on the page include Boston, MA; New York (Remote option mentioned for other sales roles but not explicitly stated here). No explicit remote work mention for this role.

Skills Mentioned Explicitly or Implicitly:

• Sales expertise in enterprise software solutions
• Consultative sales approach
• Strategic account management
• Customer relationship management at executive level
• Cross-functional team leadership
• Forecasting and revenue growth planning
• Industry knowledge in Financial Services or Heavy Industries (preferred)
• Use of prospecting tools/techniques
• Understanding of AI-powered services including predictive AI and generative AI
• Ability to identify use cases for GenAI applications

Additional Notes:

No explicit remote work mention for this specific job posting. The role requires availability for in-person company trainings and meetings.

DataRobot Operating Principles (relevant cultural/soft skills):

• Wow Our Customers
• Set High Standards
• Be Better Than Yesterday
• Be Rigorous
• Assume Positive Intent
• Have the Tough Conversations
• Be Better Together
• Debate, Decide, Commit
• Deliver Results
• Overcommunicate