Key Account Director, North America

TL;DR

Key Account Director (North America): Own commercial relationships and revenue growth for hirify.global's 6 largest strategic accounts through net new expansion ARR with an accent on deepening penetration via new workloads, business units, use cases, and stakeholders. Focus on developing 12-month account plans, navigating matrixed organizations, and leveraging hyperscaler partnerships for consumption growth.

Location: Based in United States with ability to travel 50%+ for executive engagement, on-site account reviews, and strategic meetings. Comfortable with hybrid work model.

Company

Global team of over 400 pushing boundaries of open-source technology and multi-cloud solutions as the trusted Data & AI Platform using Apache Kafka, PostgreSQL, ClickHouse, and OpenSearch.

What you will do

• Deliver net new expansion ARR annually across 6 named strategic accounts through new workloads, services, business units, and competitive displacement while protecting 100% gross retention.
• Build and execute 12-month account plans with whitespace analysis, stakeholder maps, growth vectors, and quarterly business reviews.
• Navigate complex enterprise organizations by building executive sponsor relationships at VP/C-level, multi-threading across buying centers, and engaging procurement/legal.
• Orchestrate hyperscaler partnerships with AWS, GCP, Azure field teams via joint plans, co-sell motions, and marketplace transactions.
• Execute with MEDDPICC discipline for opportunity qualification, pipeline coverage (3.5x), forecast accuracy (±10%), and complete Salesforce documentation.
• Coordinate cross-functional resources including Solution Architects, Technical Account Managers, Product/Engineering, and Legal/Deal Desk.

Requirements

• Significant B2B technology sales experience managing strategic/named accounts of $1M+ ARR scale with proven expansion revenue track record.
• Expertise in navigating matrixed enterprises, building VP/C-level relationships, multi-threading buying centers, and consumption-based models.
• Familiarity with open-source data infrastructure (Kafka, PostgreSQL, OpenSearch, ClickHouse) and cloud ecosystems (AWS, GCP, Azure).
• Based in United States with 50%+ travel capability and hybrid work comfort.
• Ability to translate technical capabilities to business outcomes and engage hyperscaler teams as partners.

Nice to have

• Direct experience with hyperscaler co-sell motions, marketplace dynamics, and partner programs.
• Track record developing internal champions for expansion advocacy.

Culture & Benefits

• Competitive base + commission with accelerators, equity plan, and learning budget/platform access.
• Hybrid work policy, equipment provided, global Employee Assistance Program for wellbeing.
• Comprehensive US health/dental/vision insurance, HSA contributions, 401(k)/Roth 401(k), short/long-term disability.
• Plankton program for paid open-source contributions, 5 volunteer days/year, team resource groups.

Hiring process

• Interviews demonstrate Crabby Principles and V2MOM alignment throughout video calls or in-person.
• All recruitment emails from @hirify.global.io, @greenhouse.io, or @eu.greenhouse.io domains.