Director of Global Account Management - India

All roles at the company® are Remote unless otherwise specified in the Job Description.

About the company®

The company® is the AI-powered unified IT management platform designed to secure the modern workforce. By consolidating identity, device, and access management, the company provides intelligent, secure IT that scales from human users to autonomous AI agents. We help organizations around the globe eliminate complexity and turn AI risk into an optimized advantage, ensuring the right people and agents have secure access to the right resources at all times.

The company is Intelligent, Secure IT.

About the Opportunity

We are looking for a Director of Global Account Management to lead, scale, and inspire our team of 20+ account managers and 3 team managers globally through our next phase of hyper-growth.

The company is a comprehensive cloud directory platform solving complex IT and cybersecurity challenges for organizations worldwide. Because our platform offers immense expansion potential, we need a revenue-focused leader who thrives in technically advanced environments, is genuinely fascinated by the cybersecurity landscape, and brings a track record of selling or expanding technical products. You don't need to be an engineer, but you must love getting into the weeds of a technical product and understanding how it transforms our customers' security posture.

In this role, you’ll be an active, hands-on leader who leads from the front. When a customer calls, you’re the type of leader who remembers their account context, steps into the trenches alongside your team, and jumps on calls to drive value. You will foster a culture of supportive coaching and continuous growth, pushing your account managers to excel while setting the bar through your own actions.

This role reports directly to the SVP of Global Customer Success and collaborates closely with executive leadership across Product, Marketing, Alliances & Channel, and Professional Services.

Key Responsibilities

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Manage AM Leaders and the existing 20+ person account management team to aggressively expand accounts, unlock cross-sell opportunities, and spearhead customer growth strategies across the Americas, EMEA, APAC and India.

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Actively engage with the company’s evolving product suite and cybersecurity ecosystem. Help AMs effectively translate complex platform capabilities into clear business value for technical buyers (CIOs, CISOs, IT Directors).

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Own global Net Revenue Retention (NRR) and expansion targets. Drive aggressive upsell, cross-sell, and platform adoption strategies within our existing customer base

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Define best practices, programs, standards, and processes, including account planning, ABM, pricing, and QBRs.

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Partner directly with Product Marketing, Product Management, Alliances, and Professional Services to voice customer feedback, shape product roadmaps, and ensure a seamless, high-touch customer journey.

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Connect directly with customers at all levels to support the development of a strong Account Management function within the organization

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Drive the delivery of strategic initiatives in collaboration with sales, professional services and product marketing

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Partner with marketing to ensure consistent brand experience across all customer interactions.

You'll Be a Great Fit if You Have

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8+ years of experience leading and managing teams of account managers

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A demonstrated track record of driving proactive expansion within existing accounts, consistently increasing ARR and securing upsells while retaining key customers

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3+ years of experience selling a SaaS platform for a high growth US-based company into customers in multiple geographies (including Enterprise in the US)

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Experience working with technically complex software platforms and selling into technical customers

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Strong ability to inspire all levels of your team.

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Ability to listen, articulate positions, and advocate for customers. And, challenge assumptions respectfully and give and receive feedback with grace

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Creative problem solving ability to identify obstacles and viable solutions

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Outcome-orientation. Ability to articulate the desired outcome and work collaboratively to create a path to achieve it.

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Excellent communication, collaboration, facilitation, and presentation skills, at all levels of the organization and with customers

Bonus points for

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Direct experience leading sales operations/deal desk team members

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Domain relevant experience with IT-related technologies such as directory services, LDAP, RADIUS, SAML, MultiFactor Authentication, MDM, or similarly complex technologies

#LI-KF1

Where you’ll be working/Location

The company is committed to being Remote First, meaning that you are able to work remotely within the country noted in the Job Description.

This role is remote in the country of India. You must be located in and authorized to work in India to be considered for this role.

Language

The company® has teams in 15+ countries around the world and conducts our internal business in English. The interview and any additional screening process will take place primarily in English. To be considered for a role at the company®, you will be required to speak and write in English fluently.  Any additional language requirements will be included in the details of the job description.

Why the company?

If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! The company® is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.

One of the company®'s three core values is to “Build Connections.” To us that means creating " human connection with each other regardless of our backgrounds, orientations, geographies, religions, languages, gender, race, etc. We care deeply about the people that we work with and want to see everyone succeed." - Rajat Bhargava, CEO

Please submit your résumé and brief explanation about yourself and why you would be a good fit for the company®.  Please note the company® is not accepting third party resumes at this time.

The company® is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.

Scam Notice

Please be aware that there are individuals and organizations that may attempt to scam job seekers by offering fraudulent employment opportunities in the name of the company. These scams may involve fake job postings, unsolicited emails, or messages claiming to be from our recruiters or hiring managers. Please note that the company will never ask for any personal account information, such as credit card details or bank account numbers, during the recruitment process. Additionally, the company will never send you a check for any equipment prior to employment.

All communication related to interviews and offers from our recruiters and hiring managers will come from official company email addresses [link for members] and will never ask for any payment, fee to be paid or purchases to be made by the job seeker. If you are contacted by anyone claiming to represent the company and you are unsure of their authenticity, please do not provide any personal/financial information and contact us immediately at [link for members] with the subject line "Scam Notice"

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