Strategic Account Director in Sydney, New South Wales at h2o.ai

Founded in 2012, H2O.ai is on a mission to democratize AI. As the world’s leading agentic AI company, H2O.ai converges Generative and Predictive AI to help enterprises and public sector agencies develop purpose-built GenAI applications on their private data. With a focus on Sovereign AI—secure, compliant, and infrastructure-flexible deployments—H2O.ai delivers solutions that align with the highest standards of data privacy and control.

Our open-source technology is trusted by over 20,000 organizations worldwide, including more than half of the Fortune 500. H2O.ai powers AI transformation for companies like AT&T, Commonwealth Bank of Australia, Chipotle, Workday, Progressive Insurance, and NIH.

H2O.ai partners include NVIDIA, Dell Technologies, Deloitte, Ernst & Young (EY), Snowflake, AWS, Google Cloud Platform (GCP), VAST Data and MinIO. H2O.ai’s AI for Good program supports nonprofit groups, foundations, and communities in advancing education, healthcare, and environmental conservation. With a vibrant community of 2 million data scientists worldwide, H2O.ai aims to co-create valuable AI applications for all users.

H2O.ai has raised $256 million from investors, including Commonwealth Bank, NVIDIA, Goldman Sachs, Wells Fargo, Capital One, Nexus Ventures and New York Life.

For more information, visit www.h2o.ai.

About This Opportunity

H2O.ai is the leading AI cloud company, trusted by the world's largest enterprises to build and deploy AI at scale. As we deepen our strategic partnership with one of our most significant global accounts in the Australian financial services sector, we are looking for an exceptional Strategic Account Director to anchor that relationship from Sydney.

This is not a traditional sales role. You are H2O.ai's most senior face to the account — building executive relationships, shaping how AI creates measurable value, and ensuring that H2O.ai is seen as a long-term strategic partner, not just a vendor.

This position is based in Sydney, Australia.

What You Will Do

• Own and grow H2O.ai's strategic relationship with a flagship financial services account at the C-suite, GM, and Executive General Manager level — spanning technology, business, and risk stakeholders.
• Proactively build a deep, trust-based network through regular executive engagement, business reviews, working sessions, and informal relationship-building.
• Act as H2O.ai's strategic voice in the account — translating the company's AI platform, roadmap, and capabilities into clear business value for the customer's most critical priorities.
• Lead commercial strategy for the account: identify expansion opportunities, shape proposals, and drive growth in ARR and value creation outcomes.
• Partner closely with H2O.ai's Forward Deployed AI Engineering team to ensure successful delivery and customer success, escalating and removing blockers at the executive level.
• Represent the voice of the customer internally — feeding back strategic priorities, competitive intelligence, and account insights to product, engineering, and leadership.

• Develop and maintain a multi-year account plan, tracking progress against relationship health, expansion pipeline, and value delivered.

What success looks like

• Year-on-year ARR expansion within the account.
• Active C-suite and EGM engagement across multiple business units.
• Documented AI use cases delivering measurable business impact.
• H2O.ai embedded in the customer's multi-year AI roadmap and investment decisions.

What We Are Looking For

• 10+ years of enterprise technology or consulting experience, with a strong track record in strategic account management, executive engagement, or business development at tier-1 financial institutions.
• Deep familiarity with how large Australian banks operate — their organisational structures, decision-making processes, regulatory environment, and technology investment cycles.
• An existing network within the Australian financial services ecosystem is highly regarded.
• Genuine understanding of AI and machine learning — you don't need to be a practitioner, but you must be able to hold a credible, substantive conversation about AI strategy, use cases, and value creation with senior technology and business leaders.
• Executive presence and gravitas — comfortable leading a room at the C-suite level, equally at ease in a formal QBR or over a casual dinner.
• Commercial acumen: you understand how enterprise software commercial structures work and can navigate complex, multi-stakeholder buying processes.
• Based in Sydney, with the flexibility to meet stakeholders regularly in person across the city.

Why H2O.ai?

• Market leader in total rewards
• Remote-friendly culture
• Flexible working environment
• Be part of a world-class team
• Career growth

H2O.ai is committed to creating a diverse and inclusive culture. All qualified applicants will receive consideration for employment without regard to their race, ethnicity, religion, gender, sexual orientation, age, disability status or any other legally protected basis.

H2O.ai is an innovative AI cloud platform company, leading the mission to democratize AI for everyone. Thousands of organizations from all over the world have used our cutting-edge technology across a variety of industries. We’ve made it easy for people at all levels to generate breakthrough solutions to complex business problems and advance the discovery of new ideas and revenue streams. We push the boundaries of what is possible with artificial intelligence.

H2O.ai employs the world’s top Kaggle Grandmasters, the community of best-in-the-world machine learning practitioners and data scientists. A strong AI for Good ethos and responsible AI drive the company’s purpose.

Please visit www.H2O.ai to learn more.

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