Key Account Director

The Director of Key Account owns the company's most strategic client relationships. This leader grows revenue from top accounts, builds a high-performing account team, and acts as the senior commercial voice for key clients inside the company.

About the company

Our client is a fast-growing company with a strong market position in Brazil. The company is entering its next phase of growth and is building a dedicated key account function to deepen partnerships with its largest clients.

Key responsibilities

Account strategy and growth

• Own revenue, retention and growth targets for the company's top accounts.
• Build multi-year account plans covering upsell, cross-sell and new product adoption.
• Identify whitespace in each account and convert it into a qualified pipeline.
• Lead complex, high-value negotiations, renewals and commercial agreements.

Client relationships

• Serve as the executive sponsor for key clients, building relationships up to C-level.
• Run quarterly business reviews that tie the company's products to client business outcomes.
• Anticipate client needs in a fast-changing digital market and shape solutions ahead of demand.
• Act as the escalation point for critical client issues and resolve them quickly.

Team leadership

• Recruit, coach and lead a team of key account managers.
• Set clear targets, KPIs and an operating rhythm for forecasting and pipeline reviews.
• Build a culture of ownership, client focus and data-driven decisions.

Cross-functional collaboration

• Work with product, marketing, operations and customer success to deliver for key clients.
• Bring client feedback and market insight back into the product roadmap.
• Partner with finance on pricing, deal structure and revenue forecasting.

Reporting

• Report account performance, forecast accuracy and risks to senior leadership.
• Track KPIs such as revenue growth, net revenue retention, account penetration and client satisfaction.

Required qualifications

Internet industry experience is mandatory. Candidates without a track record at internet companies will not be considered.

• 10+ years of experience in sales, business development or account management, with at least [5] years in the internet industry (for example: digital platforms, online advertising, e-commerce, marketplaces, SaaS, cloud, fintech or online services).
• 5+ years managing key or strategic accounts, with a proven record of growing large accounts year over year.
• 3+ years leading and developing account management or sales teams.
• Deep understanding of internet business models, digital products and how large clients buy them.
• Demonstrated success closing and renewing complex, high-value deals with senior decision-makers.
• Strong commercial acumen: pricing, deal structuring, forecasting and P&L awareness.
• Excellent communication, presentation and negotiation skills in [English and local language(s)].
• Bachelor's degree in business, marketing, engineering or a related field.