Director, Account Development (Remote - US or Canada)

Job Location (Short): Madison, Alabama-USA

Workplace Type: Remote

Req Id: 2995

Responsibilities

Global Leadership & Strategy

• Define and execute the global Account Development strategy within Octave’s account-based demand model, aligned to ARR growth, pipeline sourcing, and cross-sell targets
• Lead, coach, and develop a globally distributed team of approximately 50 ADRs and Team Leads spanning four regions — Americas, EMEA, APAC, and South America — operating across multiple time zones and product portfolios
• Establish clear performance metrics and accountability frameworks including pipeline sourced, cost per qualified opportunity, ADR-to-AE conversion, and influenced pipeline contribution

Pipeline Generation & Growth

• Own pipeline creation across both new logo and cross-sell motions, spanning inbound conversion and outbound account-based prospecting
• Operate within Marketing’s ABM infrastructure to execute intent-driven, signal-based outreach coordinated with campaign programs; leverage Demandbase for account prioritization and engagement scoring
• Drive ICP-based account segmentation and tiering to maximize ADR focus on highest-value accounts across key verticals including EPC, energy, utilities, and public safety

Operational Excellence

• Implement and continuously optimize ADR processes, tooling, and cadences across Salesforce, Salesloft, and Demandbase; drive adoption and operational consistency across all regions
• Leverage data and analytics to continuously refine outreach strategies; own reporting across pipeline velocity, ADR-to-AE conversion, cost per opportunity, and sourced-vs-influenced pipeline contribution
• Partner with Revenue Operations to ensure accurate reporting, forecasting, and pipeline visibility
• Actively research and pilot AI-enabled GTM motions — including AI-assisted prospecting, signal aggregation, personalization at scale, and conversation intelligence — to continuously improve ADR precision, outreach quality, and team productivity

Cross-Functional Collaboration

• Align closely with Sales leadership to establish and maintain clear ADR-to-AE handoff protocols, qualification standards, and SLA adherence — ensuring pipeline quality and minimizing friction at Stage 0–1 handoff
• As a leader embedded within Marketing, work daily with Account Engagement, Product Marketing, and Marketing Operations to align ADR motion with campaign programs, ABM plays, and messaging frameworks
• Partner with Customer Success and Product Marketing to activate cross-sell growth plays targeting existing accounts — coordinating ADR outreach with campaign programs across priority product pairings

Talent Development

• Recruit, develop, and retain top Account Development talent globally
• Foster a culture of accountability, continuous improvement, and high performance
• Build structured career progression pathways, onboarding programs, and ongoing enablement for ADRs across all experience tiers — from entry-level to senior roles

Education / Qualifications

• 10+ years of experience in enterprise B2B software, with a strong focus on Account Development, Business Development, or Inside Sales leadership
• 4–6+ years of experience leading and scaling global or multi-regional teams
• Proven track record of building and driving pipeline generation in a complex, multi-stakeholder enterprise sales environment with long sales cycles (90–180+ days)
• Deep expertise in account-based marketing and selling motions, including hands‑on experience with ABM platforms (e.g., Demandbase, 6sense) and intent-driven outreach strategies
• Experience designing and managing ADR compensation plans, quota frameworks, and tiered performance structures across a large, distributed team
• Data‑driven mindset with the ability to translate insights into actionable strategies
• Exceptional leadership, communication, and stakeholder management skills

Preferred Experience

• Experience in a publicly traded, dual‑listed global software or technology company, with familiarity operating in a post‑IPO or spin‑out growth environment
• Hands‑on proficiency with the core ADR technology stack: Salesforce CRM, Salesloft (or equivalent sales engagement platform), and ABM/intent platforms (Demandbase, 6sense)
• Experience leading through transformation or scaling phases
• Background in asset‑intensive industries such as EPC, energy, utilities, infrastructure, or industrial operations; familiarity with asset lifecycle management or operational technology software a strong plus
• Comfort operating within a Marketing‑led ADR model, reporting to a CMO rather than a CRO — with the commercial credibility and Sales partnership skills to build trust across both functions

Everyone is welcome. At Octave, we believe that diverse and inclusive teams are critical to the success of our people and our business. We do not discriminate. We embrace differences and are fully committed to creating equal opportunities, an inclusive environment, and fairness for all. Respect is the cornerstone of how we operate; speak up and be yourself. You’re valued here.