Job Description:
DataRobot delivers AI that maximizes impact and minimizes business risk. Our platform and applications integrate into core business processes so teams can develop, deliver, and govern AI at scale. DataRobot empowers practitioners to deliver predictive and generative AI, and enables leaders to secure their AI assets. Organizations worldwide rely on DataRobot for AI that makes sense for their business — today and in the future.
The Director of Account Management and New Business leads a team of Account Managers to both cultivate and expand existing strategic partnerships, and to acquire new logo business. This leader is responsible for driving customer retention, incremental revenue growth, and net-new sales by leveraging a deep understanding of customer AI strategies. The Director partners cross-functionally with Product and Marketing, utilizing insights from the existing customer base to inform new business acquisition strategies and deliver a cohesive customer experience aligned with AI-driven growth goals.
Key Responsibilities:
Holistic portfolio growth: Drive a strategy for both incremental sales within the existing customer base and net-new business acquisition. Act as a player-coach who is comfortable leading strategic conversations for both new and existing clients, particularly concerning their generative and agentic AI initiatives.
AI-focused account and business strategy: Develop and execute a growth plan emphasizing identifying, pursuing, and closing incremental sales within the existing portfolio, while also targeting and acquiring new clients based on the market's adoption of AI.
Subject matter expert on customer AI strategy: Serve as a domain expert on how customers are leveraging agentic and generative AI. Advise both current and prospective clients on how to integrate our products and services into their AI stack to deliver measurable business outcomes and accelerate their AI transformation.
Team leadership and coaching: Lead, mentor, and coach a team of Account Managers, ensuring the team is proficient in both incremental and new business development. Ensure they can identify customer AI strategies and drive complex, AI-driven conversations.
Partnership and solution design: Act as a strategic partner, engaging with C-level and technical leaders to co-innovate and design AI-centric solutions for both existing customers and potential new clients.
New business intelligence: Leverage insights and success stories from the existing customer base to develop targeted new business strategies and compelling value propositions for prospective clients.
Predictive risk management and retention: Utilize data-driven insights to monitor client health, proactively identify potential churn risks, and manage growth opportunities.
Cross-functional collaboration: Partner closely with Sales on new business opportunities, and with Customer Success, Product, and Marketing to deliver a seamless, high-value experience that helps customers achieve their AI-driven goals.
Performance monitoring and reporting: Track key metrics, including customer retention, expansion revenue, new business revenue, and pipeline performance, with a specific focus on growth driven by AI-focused initiatives.
Knowledge, Skills and Abilities:
Proven experience in a senior account management or sales leadership role, with a strong focus on both driving incremental revenue and acquiring new logo business.
Deep understanding of the generative and agentic AI landscape, including customer use cases, market trends, and implementation challenges.
Exceptional ability to engage and influence C-level and senior technical stakeholders by clearly articulating how AI-centric solutions drive business value.
Experience developing and executing both account expansion and new business strategies that successfully incorporate AI and deliver measurable business outcomes.
Excellent leadership, communication, and cross-functional collaboration skills.
Requisite Education and Experience / Minimum Qualifications:
10+ years in account management, customer success, or sales leadership, including 3+ years leading teams.
Experience in SaaS, AI/ML, or enterprise technology environments strongly preferred.
Bachelor’s degree in Business, Technology, or related field; MBA preferred.
Compensation Statement
The U.S. annual on-target earnings (OTE) range for this full-time position is between $280,000 and $380,000 USD/year. This range represents a combination of annual base pay and targeted commission. Actual offers may be higher or lower than this range based on various factors, including (but not limited to) the candidate’s work location, job-related skills, experience, and education.
The talent and dedication of our employees are at the core of DataRobot’s journey to be an iconic company. We strive to attract and retain the best talent by providing competitive pay and benefits with our employees’ well-being at the core. Here’s what your benefits package may include depending on your location and local legal requirements: Medical, Dental & Vision Insurance, Flexible Time Off Program, Paid Holidays, Paid Parental Leave, Global Employee Assistance Program (EAP) and more!
DataRobot Operating Principles:
- Wow Our Customers
- Set High Standards
- Be Better Than Yesterday
- Be Rigorous
- Assume Positive Intent
- Have the Tough Conversations
- Be Better Together
- Debate, Decide, Commit
- Deliver Results
- Overcommunicate
Research shows that many women only apply to jobs when they meet 100% of the qualifications while many men apply to jobs when they meet 60%. At DataRobot we encourage ALL candidates, especially women, people of color, LGBTQ+ identifying people, differently abled, and other people from marginalized groups to apply to our jobs, even if you do not check every box. We’d love to have a conversation with you and see if you might be a great fit.
DataRobot is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. DataRobot is committed to working with and providing reasonable accommodations to applicants with physical and mental disabilities. Please see the United States Department of Labor’s EEO poster and EEO poster supplement for additional information.
All applicant data submitted is handled in accordance with our Applicant Privacy Policy.
