Strategic Account Manager in Virginia Beach, Virginia at Decisions

Why Decisions

At Decisions, we help organizations make work easier through intelligent process orchestration. Our platform brings workflows, rules, approvals, and AI together so teams can simplify complex processes, move faster, and focus on the work that matters most. Behind that platform is a team of curious, collaborative people who take ownership, support one another, and care about creating real impact for our customers. If you’re excited by meaningful work, smart teammates, and opportunities to grow, Decisions could be a great place for you.

About the Role

Decisions is seeking a Strategic Account Manager to grow a small portfolio of our largest and most important customers. You will typically own four to five strategic accounts and will be accountable for ARR bookings by expanding Decisions into new use cases, business units, functions, and geographies.

This is not an account-maintenance role. You will serve as the Account Executive for these customers, own the commercial relationship and account-growth strategy, and proactively create expansion opportunities rather than wait for customer-initiated demand.

What You’ll Own

• Own strategic account growth. Develop a multi-year growth strategy for each account, establish expansion targets, build pipeline, and drive ARR bookings.
• Build and execute account plans. Map the customer organization, buying centers, executives, champions, users, influencers, procurement stakeholders, relationship gaps, whitespace, competitive risks, and expansion potential.
• Build broad customer relationships. Develop executive and operational relationships across functions and levels, reduce dependence on any single contact, and create strong internal champions.
• Identify and develop new use cases. Learn how the customer operates; find problems involving process, workflow, business rules, decisioning, manual work, legacy applications, integration, or AI; and connect those problems to credible Decisions solutions and business value.
• Lead solution and commercial strategy. Mobilize Solutions, Product, Professional Services, Customer Success, executives, and partners as needed. Guide solution design, business-case development, procurement, negotiation, and close.
• Spend meaningful time with customers. Conduct onsite account reviews, workshops, executive meetings, and solution-design sessions. Travel regularly based on account needs.

How Success Will Be Measured

The primary measure of success is ARR bookings from assigned accounts. We will also evaluate the activities that create durable account growth, including:

• Expansion pipeline creation and progression.
• Penetration into new business units, functions, geographies, and use cases.
• Depth of executive relationships, multithreading, and champion development.
• Quality and execution of strategic account plans.
• Ability to orchestrate Decisions resources around high-value opportunities.

What You Bring

• 10+ years of enterprise technology sales experience; 15+ years preferred.
• Demonstrated success growing large, complex enterprise software accounts and achieving significant expansion bookings.
• Experience managing a small number of strategic customers with multiple business units, geographies, buying centers, and stakeholder groups.
• Strong executive presence and a track record of building relationships with senior business and technology leaders.
• Experience developing strategic account plans, creating opportunities, navigating long enterprise sales cycles, and leading complex negotiations.
• Ability to understand business problems, connect them to technology solutions, quantify value, and coordinate cross-functional teams without formal authority.

Bonus Points

• Experience in enterprise automation, workflow/BPM, business rules or decisioning, low-code, AI-enabled enterprise software, integration, or orchestration.
• Experience expanding a platform from a departmental implementation into broad enterprise adoption is especially valuable.

Benefits & Perks

We know people do their best work when they feel supported. That’s why we offer benefits and perks that help our employees take care of themselves, stay connected, and continue growing in and outside of work.

• Competitive compensation and performance-based incentives.
• Comprehensive health and wellness benefits.
• Flexible work environment with opportunities for remote or hybrid work.
• Professional development, learning, and certification support.
• Collaborative, high-growth culture with opportunities to make a meaningful impact.
• Paid time off, company holidays, and employee recognition programs.