Director of Mid-Market Accounts

Remote + 5% travel to San Diego headquarters for business reasons

Platform Science is seeking a highly accomplished and strategic Director of Mid-Market Accounts to lead, mentor, and empower our team of Account Managers (AMs). This critical leadership role will be responsible for overseeing the strategic direction, growth, and retention of Platform Science's mid-market accounts, collectively representing a significant portion of our annual revenue.

As the Director of Mid-Market Accounts, you will be instrumental in shaping our account strategy, driving consistent performance across your team, and fostering deeper, more impactful relationships with our most valuable clients. You will serve as an escalation point for complex client needs and negotiations, ensuring our AMs are equipped to deliver exceptional value and achieve ambitious revenue retention and growth targets within their multi-million dollar portfolios. This position demands a proven leader with extensive experience in account management, a deep understanding of the transportation and logistics technology landscape, and a relentless focus on customer success and team development.

3-5 detailed bullet points about the day to day responsibilities 

The Director of Mid-Market Accounts will be responsible for a comprehensive range of leadership and strategic activities:

• Develop and execute the overarching account strategy for Platform Science in the mid-market segment, aligning with company revenue goals and market opportunities.
• Identify and prioritize key strategic initiatives to drive retention, expansion, and new business within the mid-market account portfolio.
• Stay abreast of industry trends, competitive landscape, and client needs to proactively identify opportunities for Platform Science to enhance its offerings and market position.

Candidates must possess a strong foundation of experience and education to meet the demands of this role:

• Bachelor’s degree in Business Administration, Marketing, Technology, or a related field.
• A minimum of 8+ years of progressive leadership roles deeply engaged with customer accounts, with at least 3+ years in senior leadership roles leading teams engaged with customer accounts, preferably within the technology or SaaS sector.
• Demonstrable track record of leading teams that successfully retain and grow client portfolios, preferably within the technology or SaaS sector.
• Extensive experience in developing and executing account plans for clients, particularly within the transportation, logistics, or related industries.
• Proven ability to build and maintain strong, influential relationships with C-suite executives and key decision-makers in global organizations.

• Direct leadership experience within the transportation, logistics, telematics, or supply chain technology sector.
• Formalized sales methodology training (e.g., Miller Heiman, Challenger Sale, MEDDIC, TAS).
• Expert proficiency with CRM systems, particularly Salesforce, for pipeline management, forecasting, and reporting.

The ideal candidate will demonstrate a comprehensive suite of leadership competencies:

• Strategic Vision & Execution: Exceptional ability to define and drive the strategic direction for mid-market accounts, translating vision into actionable plans and measurable results.
• Executive Presence & Influence: Outstanding C-level communication, presentation, and interpersonal skills; the ability to articulate complex technology solutions and value propositions persuasively to both internal and external executive audiences.
• Team Leadership & Empowerment: Proven ability to inspire, motivate, coach, and develop a high-performing team of seasoned account managers.
• Advanced Negotiation & Commercial Acumen: Mastery in high-stakes negotiation, structuring complex deals, and driving profitable outcomes for the business.
• Relationship Architect: Superior ability to build deep, trust-based relationships with senior executives and key stakeholders across diverse cultures and geographies, and to guide AMs in doing the same.
• Cross-functional Collaboration: Exceptional ability to lead and collaborate effectively with internal product, engineering, sales, marketing, and service delivery teams to achieve shared goals.
• Financial Acumen & Business Intelligence: Deep understanding of financial metrics, P&L implications, and value-based selling; ability to analyze data and market trends to make informed strategic decisions.
• Results Orientation & Accountability: A proactive, self-motivated, and results-driven leader with a strong sense of urgency and unwavering commitment to exceeding targets.
• Deep Industry Expertise: Comprehensive understanding of the transportation and logistics industry, including emerging trends, challenges, and opportunities for connected vehicle technology.
• Technical Aptitude: Ability to quickly learn and articulate the value of Platform Science's technology platform and solutions, and guide the team in doing so.
• Complex Problem-Solving & Risk Management: Strong analytical and problem-solving skills with the ability to anticipate and mitigate account and team risks effectively.