Director of Sales – Strategic Account Management

Nasuni

1d•Remote

About The Position

Nasuni is seeking a Director of Strategic Account Management to lead and scale our most critical global enterprise relationships. This leader is responsible for maximizing lifetime customer value across Nasuni’s largest and most strategic accounts by expanding platform footprint, deepening executive partnerships, and driving enterprise-wide adoption of the Nasuni File Data Platform. This is a strategic sales leadership role focused on expanding complex, multi-regional enterprise customers — not a transactional new-logo position and not a first-time leadership role. You will lead a team of senior Strategic Account Managers responsible for global accounts and significant expansion revenue. This role operates with high autonomy and segment-level ownership. Owns expansion and renewal revenue performance across a portfolio of strategic enterprise accounts Sets account strategy standards, executive engagement frameworks, and forecasting discipline for the team Partners with executive leadership to coordinate sponsorship at CXO level Escalates only high-impact investment or risk decisions Direct impact on Nasuni’s largest enterprise customers Influences multi-million-dollar expansion revenue Shapes customer feedback into product and roadmap discussions

Requirements

8–15+ years of enterprise SaaS or infrastructure sales experience
3+ years leading senior enterprise or strategic account sellers
Proven success expanding revenue within complex existing enterprise customers
Experience selling hybrid cloud, SaaS infrastructure, or enterprise data platforms
Demonstrated CXO engagement and executive influence
Ownership of expansion forecasting and renewal revenue
Ability to travel ~60%

Nice To Haves

Experience managing global or multi-regional enterprise accounts
Background in Energy, Media, or Service Provider industries
Experience in high-growth SaaS environments
Salesforce forecasting and expansion pipeline ownership
Track record of converting pilots into enterprise-wide standards
Experience displacing legacy infrastructure vendors
Strong executive presence across technical and business audiences
History of developing high-performing senior sellers

Responsibilities

Lead and develop 7–10 senior Strategic Account Managers
Establish rigorous account planning and expansion frameworks
Drive forecasting accuracy and disciplined pipeline management
Build a culture of accountability, ownership, and customer obsession
Convert initial deployments into global enterprise standards
Expand into new business units, geographies, and use cases
Drive cross-sell and upsell of Nasuni platform capabilities
Disrupt incumbent infrastructure providers where applicable
Develop and execute CXO engagement strategies
Coordinate executive sponsorship across strategic accounts
Lead Executive Business Reviews focused on value realization and roadmap alignment
Build compelling, value-based business cases aligned to enterprise IT transformation initiatives
Introduce expansion initiatives not yet budgeted
Partner with Global IT, Infrastructure, and Cloud leadership teams
Own expansion pipeline health and forecast accuracy
Drive disciplined Salesforce hygiene and reporting
Proactively identify revenue risk and mitigation strategies
Partner with Solutions Architects, Professional Services, Support, Marketing, Product, and Channel teams
Ensure seamless execution from expansion through implementation and adoption
Regular on-site engagement with enterprise customers (~60% travel)