Global Relay · 7 hours ago
Account Director
Manhattan, NY
Full-time
Hybrid
Senior Level, Lead/Staff
$130K/yr - $160K/yr
9+ years expGlobal Relay is a leader in enterprise information archiving, offering innovative cloud solutions for compliance and analytics. The Account Director will manage high-value Enterprise accounts, driving customer success and revenue growth through strategic relationship-building and cross-functional collaboration.
EdiscoveryEnterprise Software
Responsibilities
Own the end-to-end success of a portfolio of high-value Enterprise accounts (typically 10–20 accounts), developing and executing multi-year success and growth plans aligned with the customer’s business objectives and our product roadmap
Build and maintain direct relationships with C-suite stakeholders (e.g., CIOs, CTOs, CCOs) and senior-level decision-makers, positioning yourself as a trusted advisor to influence strategic decisions
Serve as the primary escalation point for customer challenges, ensuring cross-functional collaboration with Product, Enterprise Services, Sales, and Executive Leadership
Lead in-person Executive Briefings (EBs) and Executive Business Reviews (EBRs) to align strategic objectives and stakeholders
Proactively monitor account health across all RAG (Red, Amber, Green) categories, with a focus on mitigating risk and turning high-risk accounts into high-performing, long-term partners
Negotiate and close complex, high-ARR renewals (e.g., $3M+ contracts with customized terms involving RFPs, Procurement, and approval committees), ensuring alignment with both customer and company objectives
Identify and drive cross-sell/up-sell opportunities in partnership with Sales across lines of business, aligning with the customer needs and our strategic offerings
Drive proactive engagement to address churn risks, improve satisfaction, and reinforce the value of Global Relay solutions through regular business reviews and stakeholder feedback
Partner with Product Leadership to ensure customer feedback and strategic needs inform product innovation and roadmap prioritization
Collaborate with Sales and Marketing to co-create customer success stories, case studies, and thought leadership that reinforce our value proposition
Represent the customer’s interests internally at the highest levels, influencing product, go-to-market, and operational strategies to align with customer needs
Monitoring project progress by tracking activity; resolving problems; recommending actions
Qualification
Required
9+ years of experience in enterprise SaaS, with a proven track record in customer success, account management, or enterprise sales
Demonstrated success in managing high-ARR, high-complexity Enterprise accounts (e.g., multi-line of business or regional scope), including experience negotiating and securing high-value renewals and expansion deals
Strong ability to build trust and influence with senior stakeholders, aligning customer strategy with business outcomes and positioning yourself as a strategic partner
Proven ability to define and execute multi-year success plans that drive customer satisfaction, retention, and growth
Ability to lead cross-functional teams and influence outcomes without formal authority
Comfortable working on multiple accounts and projects simultaneously, balancing strategic planning with day-to-day execution
Preferred
Experience using Salesforce or other CRM system is highly desirable
Benefits
Comprehensive health benefits program
Extended health coverage
Short-term / long-term disability insurance
Annual allotted vacation days
Paid sick days
Maternity/parental leave enhanced program
Commuter benefits
Corporate bonuses
401(k)-retirement plan with company contribution matching
Subsidized meal program
Company
Global Relay
Global Relay offers compliance messaging and message management, including archiving, audit and e-discovery for the financial sector.
1001-5000 employees
Funding
Current Stage
Late StageLeadership Team
Warren Roy
CEO & Founder
Alex Viall
Chief Strategy Officer (CSO)
Recent News
2025-11-12
2025-10-27
Company data provided by crunchbase