Director, Account Management

About the Role

We are seeking a Director of Account Management to lead, scale, and actively participate in our customer renewal and expansion motion. This role is ideal for a commercially strong leader who enjoys owning key customer relationships personally while building and developing a high-performing Account Management team.

You will be accountable for net revenue retention, renewal execution, and expansion growth across a portfolio of enterprise and mid-market customers. As both a leader and individual contributor, you will personally manage strategic and complex accounts while coaching Account Managers on best practices for renewals, expansions, and partner-led deal execution.

This role is highly cross-functional and will work closely with Sales, Customer Success, Sales Engineering, Finance, Legal, and our reseller/channel partners.

Key Responsibilities

Account Management Leadership & Team Development

• Build, lead, and mentor a high-performing Account Management team responsible for subscription renewals and expansion revenue.

• Act as a player-coach, directly owning renewals and expansions for strategic, high-value, or at-risk accounts.

• Establish and refine scalable processes for renewal forecasting, expansion pipeline management, and deal execution.

• Define best practices for account planning, value-based renewal conversations, and expansion identification.

• Hire, onboard, and develop Account Managers as the business scales.

Renewal & Expansion Execution

• Own and drive successful, on-time renewals across assigned strategic accounts.

• Lead complex renewal and expansion negotiations involving pricing, multi-year agreements, and portfolio expansions.

• Partner with Account Executives, Sales Engineering, and Customer Success to align technical value, adoption, and commercial outcomes.

• Maintain accurate renewal and expansion forecasts and ensure CRM data integrity.

• Proactively identify and mitigate renewal risk, escalating issues as needed.

Customer & Channel Engagement

• Serve as an executive-level commercial contact for key customers, building long-term trusted relationships.

• Collaborate closely with reseller and channel partners to coordinate renewals, pricing strategy, and expansion motions.

• Navigate complex procurement processes and multi-stakeholder buying committees.

• Ensure a seamless customer experience across direct and partner-led engagements.

Cross-Functional & Strategic Collaboration

• Partner with Sales Leadership to align renewal and expansion strategy with broader revenue goals.

• Work with Finance and Legal on deal structure, pricing approvals, and contract terms.

• Provide voice-of-the-customer feedback to Product and GTM teams to inform roadmap and packaging decisions.

• Help shape customer revenue strategy, including segmentation, coverage models, and success metrics.

Qualifications

• 8+ years of experience in Account Management, Customer Revenue, or Sales, preferably in cybersecurity or enterprise SaaS.

• Prior experience leading or mentoring Account Managers, ideally in a high-growth environment.

• Proven success owning renewals and expansion within complex enterprise and mid-market accounts.

• Experience working with channel or reseller partners in a subscription-based business model.

• Strong commercial and financial acumen, including forecasting, pricing, and contract negotiation.

• Ability to operate effectively as both a strategic leader and hands-on contributor.

• Excellent communication, executive presence, and stakeholder management skills.

What You’ll Gain

• A leadership role at a top-rated, fast-growing cybersecurity company during a key scale phase.

• Opportunity to shape and lead the Account Management function while remaining close to customers and deals.

• Competitive compensation with leadership-level incentives tied to retention and expansion performance.

• Comprehensive benefits package.

• Clear growth path into senior revenue leadership roles.

• A collaborative, high-performance culture focused on customer trust, innovation, and long-term value creation.

Key Skills

At TD SYNNEX, our values guide everything we do:
Together, We Own It, We Dare to Go, We Grow and Win, and…