The Regional Account Director is responsible for driving revenue growth across the region by expanding existing customer relationships through strategic upsell and cross-sell initiatives. This role achieves results through a combination of direct engagement with key customers and leadership of a team of Account Managers. The Regional Account Director develops and executes regional growth strategies, ensures consistent execution of Aptean’s sales methodology, and oversees the end-to-end customer sales process to maximize customer value, retention, and satisfaction.

As a senior leader, the Regional Account Director is accountable for the overall performance of the region, providing strategic direction, coaching, and development to a high-performing team of Account Managers. The role is responsible for attracting, developing, and retaining top talent while fostering a culture of accountability, collaboration, and customer success. This is a highly visible, customer-facing leadership role focused on delivering sustainable, profitable growth across the existing customer portfolio.

• Lead, develop, and support a regional team of Account Managers to achieve and exceed revenue targets.
• Own regional portfolio performance, providing strategic leadership and guidance to drive expansion, retention, and customer growth.
• Develop and execute regional account strategies that align with business objectives and maximize customer value.
• Provide leadership and coordination of internal resources to ensure customer needs and expectations are consistently met.
• Establish, monitor, and drive performance against regional sales targets and key performance metrics.
• Manage a regional revenue and bookings quota while conducting regular forecast reviews for the region and individual team members.
• Analyze pipeline performance and business trends to identify growth opportunities and mitigate risks.
• Maintain accurate and timely opportunity, customer, and contact data within CRM systems.
• Facilitate cross-functional collaboration, including transitions, escalations, renewals, and contract discussions, by engaging appropriate Aptean stakeholders.
• Partner with Product, Marketing, and Customer Success leaders to develop and implement go-to-market strategies for new product offerings and growth initiatives.
• Coach and mentor Account Managers to strengthen sales effectiveness, customer engagement, and professional development.
• Monitor market dynamics, competitive activity, and regional business trends to identify opportunities for increased revenue and market share.
• Drive operational excellence by utilizing reporting and analytics to measure team effectiveness and ensure regional objectives are achieved.

To be successful here, you'll need strong leadership abilities, strategic thinking, commercial acumen, and a passion for developing people and growing customer relationships.

• Proven experience leading high-performing sales or account management teams, including remote or geographically dispersed teams.
• Demonstrated success managing regional revenue targets and driving growth within existing customer accounts.
• Strong understanding of customer lifecycle management, account expansion strategies, and enterprise sales processes.
• Experience working with software products, services, solutions, and recurring revenue business models.
• Ability to develop and execute strategic account growth plans that drive measurable business outcomes.
• Strong financial and business acumen with experience managing forecasts, pipeline reviews, and revenue reporting.
• Excellent leadership, coaching, and talent development skills with a track record of building successful teams.
• Effective verbal and written communication skills with the ability to influence and present recommendations to senior executives.
• Exceptional negotiation, relationship management, and objection-handling skills.
• Experience working with contracts and commercial terms.
• Advanced proficiency with Microsoft Office applications, including Word, Excel, PowerPoint, and Outlook.
• Highly motivated, results-oriented professional with the ability to work independently while fostering collaboration across cross-functional teams.
• High degree of integrity, professionalism, and ability to maintain confidentiality.
• Strong organizational, analytical, problem-solving, and follow-through skills.
• Professional presence with outstanding interpersonal and stakeholder management capabilities.