Director of Sales – Strategic Account Management

Director of Sales – Strategic Account Management

Role Overview

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.

Level & Scope Definition

This role operates with high autonomy and segment-level ownership.

Autonomy & Authority

• 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

Impact Radius

• Direct impact on Nasuni’s largest enterprise customers
• Influences multi-million-dollar expansion revenue
• Shapes customer feedback into product and roadmap discussions

Focus Allocation

• ~60% strategic account leadership and expansion strategy
• ~25% executive engagement and customer presence
• ~15% coaching, forecasting, operational discipline

Key Responsibilities

Strategic Leadership & Team Management

• 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

Enterprise Expansion

• 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

Executive Engagement

• Develop and execute CXO engagement strategies
• Coordinate executive sponsorship across strategic accounts
• Lead Executive Business Reviews focused on value realization and roadmap alignment

Strategic Business Development

• 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

Forecasting & Revenue Operations

• Own expansion pipeline health and forecast accuracy
• Drive disciplined Salesforce hygiene and reporting
• Proactively identify revenue risk and mitigation strategies

Cross-Functional Leadership

• Partner with Solutions Architects, Professional Services, Support, Marketing, Product, and Channel teams
• Ensure seamless execution from expansion through implementation and adoption

Travel

• Regular on-site engagement with enterprise customers (~60% travel)

Qualifications

Must-Have Qualifications

• 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%

Preferred Qualifications

• 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

Ideal Qualifications

• 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

Nasuni delivers a unified data platform for enterprises facing an explosion of unstructured data, combining storage and data services into a single hybrid cloud solution. Nasuni’s approach enables business resiliency and better data management, while providing solutions that drive IT efficiency. Its best-in-class solution also eliminates the need for additional cybersecurity measures or separate backup and disaster recovery. The Nasuni File Data Platform replaces the friction associated with legacy infrastructure with optimized infrastructure flow, supporting modern enterprise expectations for data analytics and business insights. Nasuni helps businesses transform data from an obstacle into an opportunity. Guided by our leadership principles—Unify to Win, Innovate to Lead, and Level Up to Scale—Nasuni is creating the foundation for how modern businesses store, use, and unlock the value of their data in the age of AI.  #LI-Remote #BI-Remote

Why work at Nasuni?     

As part of our commitment to your well-being, we are pleased to offer comprehensive benefits packages to employees across the US.  Benefits packages generally include:     

• Best in class employee onboarding and training 
• "Take What You Need” paid time off policy 
• Comprehensive health, dental and vision plans 
• Company-paid life and disability insurance 
• 401(k) and Roth IRA retirement plan 
• Generous employee referral bonuses 
• Flexible remote work policy 
• 10 Paid Holidays 
• Wide array of wellbeing offerings 
• Pre-tax savings accounts with company contributions 
• Great team culture and social activities 
• Collaborative workspaces 
• Free on-site fitness centers and stocked kitchens in select office locations 
• Professional development resources 

Compensation Transparency: 

In accordance with U.S. pay transparency laws, Nasuni is committed to providing visibility into compensation for all U.S.-based roles. Click HERE to view our compensation ranges by job grade. Actual compensation will be based on a variety of factors, including a candidate’s experience, skills, education, and work location.

To all recruitment agencies: Nasuni does not accept agency resumes. Please do not forward resumes to our job boards, Nasuni employees or any other company location. Nasuni is not responsible for any fees related to unsolicited resumes.

Nasuni is an equal opportunity employer. The equal employment opportunity policy at Nasuni protects employees and job applicants from discrimination on the bases of race, religion, color, sex (including pregnancy, gender identity, and sexual orientation), parental status, national origin, age, disability, family medical history or genetic information, political affiliation, military service, or other non-merit based factors. These protections extend to all management practices and decisions, including recruitment and hiring practices, appraisal systems, promotions, and training and career development programs.