[Hiring] Director of Account Management @IONIX

Role Description

We’re looking for a seasoned Account Management Director to own and grow IONIX’s most strategic enterprise relationships in North America. You’ll be the executive-level commercial owner for a portfolio of high-value accounts, leading complex renewals and expansions and negotiating directly with CISOs, CIOs, CFOs, and procurement leaders.

This is a senior, quota-carrying role with direct impact on North American Net Dollar Retention (NDR). You’ll partner closely with Customer Success, Solutions Engineering, and leadership to turn customer value into long-term, multi-year growth. You’ll also help shape how IONIX approaches account management as we scale in the US.

Responsibilities

• Executive Relationships & Negotiation
  • Build trusted, executive-level relationships with CISOs, CIOs, and other C-suite and VP stakeholders across your portfolio.
  • Lead complex commercial negotiations, including multi-year renewals, pricing and packaging, and enterprise agreements, through procurement, legal, and finance.
  • Position IONIX as a strategic partner in customers’ security programs, aligned to their business risk, regulatory, and board-level priorities.
• Portfolio Ownership & Growth
  • Own renewals and expansions for a portfolio of strategic North American enterprise accounts, with full accountability for retention and growth targets.
  • Identify and close upsell and cross-sell opportunities, including new business units, subsidiaries, and additional IONIX products.
  • Develop and execute account plans that grow wallet share and expand footprint through multi-threading across security, IT, risk, and procurement.
• Account Strategy & Execution
  • Lead account mapping and opportunity planning, and use structured qualification (e.g., MEDDPICC) to drive predictable outcomes.
  • Run executive business reviews (EBRs/QBRs) that quantify value delivered and influence customers’ strategic roadmaps.
  • Partner with Customer Success on adoption, value realization, and proactive risk mitigation.
  • Maintain deep expertise in the IONIX platform, the competitive landscape, and US cybersecurity trends and regulations (e.g., SEC cyber disclosure rules, NIST CSF, CTEM).
• Operational Excellence & Leadership
  • Deliver accurate, disciplined forecasting of renewals and expansions in Salesforce.
  • Spot churn and contraction risk early and lead cross-functional save plans.
  • Act as the voice of the North American customer to Product, Support, and Marketing.
  • Contribute to account management playbooks, pricing strategy, and best practices as the team grows.

Qualifications

• 8+ years of enterprise account management, strategic account, or customer growth experience in B2B SaaS, with a consistent record of exceeding renewal and expansion quotas.
• Mandatory: cybersecurity experience (selling, managing, or supporting security solutions).
• Proven success negotiating and closing complex, high-value deals (six- and seven-figure, multi-year) directly with C-level executives.
• Experience managing Fortune 1,000 or large enterprise accounts in North America, including navigating enterprise procurement, legal, and security review processes.
• Strong executive presence, with excellent communication, presentation, and storytelling skills.
• Strong commercial acumen: comfortable with pricing, deal structuring, and building business cases.
• Highly organized and data-driven, with strong forecasting discipline and Salesforce proficiency.
• Startup mindset: ownership, resilience, and comfort building in a scaling environment.
• Ability to travel to customer sites and events as needed (~20%).

Nice to Have

• Experience with exposure management, ASM, CTEM, vulnerability management, or application security.
• Experience selling into financial services, healthcare, or other regulated industries.