Enterprise Accounts Director

About the Role

Updater is seeking a commercially minded, highly strategic, and technically fluent Enterprise Accounts Director to own and grow a focused portfolio of our most important enterprise customers.

This is a senior, highly visible individual contributor role. You'll become deeply embedded in your customers' businesses, building trusted relationships with senior decision-makers, understanding their technical environments and strategic priorities, and developing account strategies that drive long-term partnership health, performance, and growth.

You'll work closely with Sales on strategic accounts, help create continuity from late-stage sales through implementation and launch, and serve as the ongoing business owner for the relationship. We're looking for someone who can navigate complex technical partnerships, challenge customers when needed, build compelling business cases, and turn strong relationships into meaningful commercial growth.

Key Responsibilities

Own Strategic Accounts

• Serve as the senior relationship owner for a focused portfolio of large, complex enterprise accounts, developing strategies that drive long-term health, performance, retention, and growth.
• Develop a deep understanding of each customer's business model, technical environment, strategic priorities, organizational dynamics, and success metrics.
• Build strong, trusted, multi-threaded relationships across customer organizations, from day-to-day operators and technical stakeholders to senior executives and decision-makers.
• Anticipate changes in customer priorities, performance, and organizational dynamics that create opportunity or risk.

Manage Relationships Across the Customer Lifecycle

• Partner with Sales in late-stage conversations to build customer context, understand commercial commitments, and create continuity through launch.
• Partner with cross-functional teams through implementation and transition accounts successfully into ongoing strategic account management.
• Serve as the primary business owner for accounts post-launch, aligning internal teams and driving complex initiatives, escalations, and decisions.

Drive Account Growth and Commercial Outcomes

• Identify and develop opportunities to expand existing relationships across products, use cases, business units, customer experiences, and other areas of strategic value.
• Build compelling business cases for expansion by connecting customer needs and performance data with Updater's products and capabilities.
• Proactively sell up within customer organizations, engaging senior decision-makers beyond day-to-day operational contacts.
• Lead strategic commercial conversations around expansion, pricing, and other changes to the relationship.
• Anticipate underperformance or relationship risk and develop clear strategies to improve outcomes.

Navigate Complex Enterprise Relationships

• Develop a strong working understanding of Updater's products, APIs, integrations, data flows, and customer workflows.
• Translate technical capabilities and constraints into clear business implications for customers and internal stakeholders.
• Drive complex partnership initiatives across Product, Engineering, Professional Services, Sales, and other internal teams.
• Bring customer insights into internal decision-making while balancing customer needs with Updater's product and commercial priorities.

Requirements

• 8-10+ years of experience across enterprise account management, strategic partnerships, enterprise sales, customer success, consulting, or a related commercially focused role.
• Meaningful experience owning large, complex enterprise relationships involving software, APIs, integrations, embedded products, or other technically complex partnerships.
• Demonstrated ability to move beyond day-to-day relationship management and develop strategic account plans that improve customer outcomes and create commercial growth.
• Experience building relationships with and influencing senior executives and decision-makers.
• Strong commercial instincts, including experience identifying expansion opportunities, developing business cases, navigating objections, and advancing complex commercial conversations.
• Demonstrated ability to take initiative, operate autonomously, and drive cross-functional work across Product, Engineering, Professional Services, Sales, and other teams.
• Strong executive communication and presentation skills, with the ability to synthesize complex information and make clear, persuasive recommendations.
• Entrepreneurial, startup mentality with a willingness to roll up your sleeves, take ownership, and thrive in a fast-paced, evolving environment where processes are still being built.
• Experience in telecommunications, utilities, real estate, financial services, marketplaces, or other complex enterprise ecosystems is a plus.
• Familiarity with AI tools for analysis, workflow automation, or account management is a plus.

What Success Looks Like

In your first 90 days, you'll develop a deep understanding of your account portfolio, including each customer's business, stakeholders, technical environment, economics, performance, risks, and growth opportunities. You'll build strong internal and external relationships and establish clear account strategies and priorities.

• Over time, you'll become the trusted strategic partner and internal business owner for your accounts. You'll understand where relationships are performing well, where risk exists, and where meaningful opportunities exist to deepen and grow the partnership.
• Ultimately, success means building enterprise relationships that perform better, grow over time, and create meaningful long-term value for both our customers and Updater.

Compensation

The new hire OTE for this position is $170,000 - $230,000 annually. Factors which may affect the starting pay within this range include skills, experience, and other qualifications aligned with Updater's internal leveling guidelines.

Benefits

The Company offers the following benefits for full-time positions, subject to applicable eligibility requirements:

• Medical, Dental, and Vision Insurance
• Flexible PTO
• 13 paid company holidays annually
• Updater Stock Options
• 401(k) with employer match
• Wellbeing Subsidy
• One Medical membership
• Virtual on-demand healthcare through Teladoc and Talkspace
• Flexible spending account (FSA)
• Health savings account (HSA)
• Supplemental Short & Long Term Disability Insurance
• Supplemental Life Insurance
• Paid Parental Leave