Director, Account Management

🔥 7 minutes ago

🇺🇸 United States – Remote

💵 $135k - $150k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 0%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.Why this score:

• Just posted.
• Jobs at this company usually fill in 21 days.

Apply Now

Find Similar Remote Jobs

U.S. Green Building Council

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 1993

🏗️ Construction

🏥 Healthcare

📦 Logistics

Construction • Healthcare • Logistics

U. S. Green Building Council is a leader in promoting sustainable building practices and minimizing climate impacts through its innovative LEED (Leadership in Energy and Environmental Design) rating system. By advocating for environmentally responsible construction and development, the USGBC enhances the well-being of individuals, communities, and the planet. The council unifies a global community to advance sustainable construction and encourage energy-efficient, eco-friendly building practices.

📋 Description

• Build and lead USGBC/GBCI's account management capability • Directly lead the Customer Account Management and Channel Partner Account Management teams • Drive revenue growth within the existing customer, member, and partner base • Expand customer adoption of the USGBC/GBCI portfolio while protecting retention, renewals, and partner contribution • Establish account and partner planning standards • Coach and assess account teams and manage portfolio workloads • Provide direct people leadership, performance management, and professional development • Own targets for expansion revenue, customer retention, renewals, and partner contribution • Monitor account health, churn risk, expansion potential, pipeline, conversion, and revenue outcomes • Identify upsell and cross-sell opportunities across memberships, registrations, certifications, credentials, education, performance verification, and portfolio-wide programs • Conduct regular pipeline reviews and support cross-regional customer growth opportunities • Define account tiering, account plans, whitespace analysis, stakeholder maps, partner joint business plans, and review cadences • Serve as executive sponsor for significant customer and partner relationships • Engage senior executives and procurement stakeholders and support negotiation of significant agreements • Provide oversight of strategic global and multinational accounts • Define commercial handoff and escalation practices across teams • Set channel partner segmentation, recruitment priorities, activation standards, and engagement rules • Oversee channel partner account management across all regions • Maintain visibility into customer onboarding, outcomes, and service escalations • Provide customer and partner insights to Product and Marketing • Forecast expansion and retention revenue • Ensure Salesforce account, partner, and opportunity records are accurate and current • Report portfolio performance to the Global Head of Market Development and organizational leadership • Partner with Sales Operations on CRM governance, reporting, attribution, and forecasting • Manage team performance, account and partner assignments, team plans, commercial decisions, and escalations • Recommend targets, segmentation, staffing, incentive design, bundled offers, and partner program changes • Collaborate with Regional Directors, Market Leads, Sales Operations, Client Solutions, Customer Service, Product, Marketing, and Finance teams • Provide global leadership across regions, countries, and time zones

🎯 Requirements

• Minimum 10 years of progressively responsible experience in B2B account management, customer success, channel or alliance management, or consultative sales • At least 5 years of direct responsibility for account growth, retention, or partner revenue • At least 3 years of direct people-management experience leading account or partner teams • Track record of leading teams that meet or exceed account growth, expansion revenue, retention, and renewal targets across complex, enterprise, or multi-site customer portfolios • Experience in a multi-region, multi-product, or membership-based organization with direct and partner-led business models • Background working with building owners and operators, commercial real estate, sustainability consultants, design firms, certification ecosystems, or complex professional-service portfolios • Expertise in consultative, value-based selling to existing customers, including whitespace analysis, multi-product solutions, and business cases for expanded adoption • Experience building, scaling, or materially improving an account management or partner program • Experience with executive relationship management, account planning, opportunity qualification, forecasting, and negotiation within delegated authority • Understanding of partner-led business models, joint business planning, channel conflict resolution, and partner contribution attribution • Experience leading or coordinating account management activities across multiple regions or international customer portfolios • Experience leading geographically distributed teams and collaborating across time zones and cultural environments • Experience building or transforming account management functions, including team structures, performance expectations, account segmentation, and commercial governance • Bachelor's degree in business administration, marketing, international business, finance, communications, or a related field required • Proficiency with Salesforce or a comparable CRM platform • Advanced proficiency with CRM account and opportunity management, sales forecasting, pipeline reporting, and customer portfolio analytics • Proficiency with Microsoft 365 applications including Excel, PowerPoint, Word, Outlook, Teams, and SharePoint, or comparable platforms • Experience with sales reporting and business intelligence tools such as Microsoft Power BI, Tableau, or comparable platforms • Experience with customer account planning, partner relationship management, or customer success platforms • Ability to use digital collaboration and virtual meeting tools to lead global teams and engage international customers and partners • Strong coaching, change leadership, cross-functional influence, prioritization, and executive communication skills • Strong consultative selling, negotiation, and executive relationship management skills • Excellent written and verbal communication skills • Strong analytical, financial, and commercial decision-making skills • Ability to manage competing priorities, complex customer relationships, and commercial escalations • Strong organizational skills and attention to detail • Ability to lead, coach, and develop geographically distributed account management teams • Ability to balance global account management standards with regional commercial needs • Strong financial and commercial acumen • Ability to collaborate effectively with global and cross-functional stakeholders • Commitment to USGBC and GBCI missions • Strategic account management training or certification, such as SAMA or IMPACT Selling, preferred • Working knowledge of LEED and the green building marketplace preferred • Current LEED credential preferred • LEED Green Associate or LEED AP credential preferred but not required • Relevant professional certifications in customer success, channel partner management, or sales leadership are a plus • Candidates advancing in the interview process must complete an assessment • Ability to work Monday to Friday, 9:00 AM to 5:30 PM in the candidate's time zone • Flexibility to collaborate across international time zones

🏖️ Benefits

• Competitive compensation • 401(k) with employer matching • Professional development reimbursement • Healthcare plan through Cigna including medical, dental, vision, and prescription drugs • USGBC covers 100% of healthcare premiums • HRA to assist employees and dependents with the in-network medical deductible • $300 individual / $600 family upfront medical deductible before employer-funded HRA payments for in-network claims • 12 paid holidays • 9 paid personal sick days • 2 to 3 weeks PTO based on career level • Operations closed for a full week between Christmas and New Year’s • 6 weeks paid renewal leave after 7 years of continuous service • Remote work in the U.S. • Flexible collaboration across international time zones • Domestic or international travel opportunities for team meetings, customer and partner engagements, and organizational events • Purpose-driven, inclusive culture • Career growth and ownership of meaningful work • Opportunity to contribute to global sustainability efforts

📊 Check your resume score for this job

Improve your chances of getting an interview by checking your resume score before you apply.

Upload Resume