Account Director (Utilities)

Remote (United States)

Account Director

Employment Type: Full Time

Compensation: $130,000 - $140,000 per year

About the Role

This Account Director role is focused on managing, growing, and expanding a portfolio of existing accounts in the energy and utilities market. The position combines strategic account management, client relationship leadership, account expansion, renewals, upselling, reporting, and cross-functional collaboration.

The Account Director will serve as the primary partner for key client stakeholders, helping understand business and technical needs, identify growth opportunities, support customer success, and drive long-term account value. This is a fully remote role within the United States, with occasional travel required for client needs and industry events, typically less than 25% of the time.

What You’ll Do

Account Management

• Build and maintain strong relationships with existing energy and utility clients by understanding their challenges, pain points, and strategic priorities.
• Serve as the primary point of contact for key stakeholders across assigned accounts.
• Develop and maintain trusted relationships with client stakeholders at different levels of the organization.
• Understand each client’s business needs, technical needs, goals, and objectives in order to position products and services effectively.
• Support customer success by helping clients receive value from the solutions and services provided.
• Communicate with clients regularly to provide updates, address concerns, and ensure satisfaction.
• Monitor account performance metrics, analyze data, and prepare reports to track progress and identify areas for improvement.
• Lead Quarterly Business Reviews with assigned accounts to support alignment, strategic planning, and mutual success.

Account Growth and Expansion

• Identify opportunities to grow existing accounts and create strategies to capture those opportunities.
• Conduct detailed account reviews to uncover additional client needs and areas where products or services can create value.
• Present and promote new products, upgrades, and solutions to clients, clearly explaining the business benefits and potential impact.
• Partner with cross-functional teams, including sales, marketing, and product development, to support account expansion initiatives.
• Help drive new sales opportunities within the energy and utilities markets by identifying areas for growth.

Client Relationships and Strategic Partnership

• Cultivate relationships with key client stakeholders and act as a trusted advisor, resource, and partner.
• Proactively engage with clients to understand their needs and ensure they are being met.
• Attend and lead key client meetings, workshops, industry events, and networking sessions.
• Stay informed on market trends and maintain a strong understanding of each client’s business environment.
• Anticipate and resolve risks, issues, or challenges that may impact client satisfaction or retention.
• Actively seek client feedback and share useful insights with internal teams to support improvement.
• Use strong communication, negotiation, and relationship-building skills to support successful client outcomes.

Sales Support, Renewals, and Reporting

• Collaborate with the sales team to support account strategies, sales planning, and expansion planning.
• Lead or support contract renewals, negotiations, and upselling opportunities.
• Help ensure the renewal and expansion process is smooth, timely, and successful.
• Provide accurate and timely sales forecasts, account updates, and activity reports to management.
• Support team members as they develop account updates, forecasts, and expansion plans.

Qualifications

• 5+ years of experience as an Account Director or in a similar leadership role.
• Proven success managing and expanding current accounts in a B2B environment.
• 5+ years of experience in the energy and utilities industry is strongly preferred.
• Sales experience is preferred and considered beneficial, but it is not required.
• Strong leadership and people management skills, with the ability to motivate and inspire a team to achieve goals.
• Strategic mindset with a strong understanding of account management principles and best practices.
• Demonstrated success managing and expanding existing accounts, achieving revenue targets, and improving customer satisfaction.
• Excellent communication, negotiation, and presentation skills.
• Strong analytical and problem-solving abilities, including the ability to interpret data and make data-driven decisions.
• Ability to build new relationships and maintain existing relationships with key stakeholders at multiple levels within client organizations.
• Self-motivated, results-oriented, and able to work independently as well as in a team environment.
• Advanced technical and business acumen.
• Proficiency with CRM software and other relevant business tools.
• Understanding of cloud, web, mobile app, and marketing principles is preferred.
• Ability to travel occasionally for client needs and industry events, typically less than 25% of the time.

Benefits and Perks

• Remote work option, with the choice to work remotely or from an office when available.
• Medical, dental, and vision benefits.
• 401(k) plan.
• Employer-paid short-term disability coverage.
• Paid time off available from the start of employment.
• Free access to a premium Calm app subscription.
• Annual training budget dedicated to professional development.
• Opportunities to participate in company-hosted events, committees, networking groups, and team activities.

Why This Role Matters

This is a strong opportunity for a motivated account leader who enjoys managing strategic client relationships, expanding existing accounts, supporting revenue growth, and helping clients succeed. The Account Director will play an important role in customer retention, account expansion, and the continued development of a high-performing account management function.