Sr. Director, Account Development

3 weeks ago

Dallas, Texas, United States opentext Full time

OPENTEXT
OpenText is a global leader in information management, where innovation, creativity, and collaboration are the key components of our corporate culture. As a member of our team, you will have the opportunity to partner with the most highly regarded companies in the world, tackle complex issues, and contribute to projects that shape the future of digital transformation.

OPENTEXT - THE INFORMATION COMPANY

As the Information Company, our mission at OpenText is to create software solutions and deliver services that redefine the future of digital. Be part of a winning team that leads the way in Enterprise Information Management.

The Opportunity | Location: Dallas/Addison, Texas

The Sr. Director, Account Development will report to the Vice President, Global Account Development, managing a direct team of 3 managers with leadership and performance responsibility for ~40 Account Development Executive individual contributors. They will manage and oversee the hiring, onboarding, coaching, development, performance, and retention of this global business unit team. This includes the qualification and development of inbound leads, as well as strategic outbound prospecting into a named account Sales structure with a focus on net new business. They will be responsible for driving all AD programs in working with Sales, Campaigns & Field Marketing for the region and will be the central point of contact for the Account Development function regarding process, strategy, programs, and quota achievement. They will work with respective internal groups to identify and manage required training and support for the Account Development Reps to ensure that business goals are achieved.

You Are Great At

The Sr. Director, Account Development is a senior leader for the function. The successful candidate will have extensive experience managing large teams in a complex technology selling environment. Professional experience and achievements must show demonstrable success in driving productivity and growth to support pipeline creation and revenue conversion in an outbound "hunter" model, with an emphasis on the following:

  • Developing, executing and measuring a strategy to achieve performance goals
  • Implementing processes and tools to drive automation and resource effectiveness
  • Leveraging AI and prospect data to create a relevant customer experience that drives high engagement and revenue conversion
  • Achieving consistent, balanced performance across the team
  • Partnering with Sales & Marketing leadership and relevant stakeholders regularly regarding business objectives and performance milestones
  • Identifying, leading & owning growth initiatives for the business
  • Creating an internal career path for individual contributors and managers who excel at their role and desire to grow professionally
  • Presenting performance and strategy updates to a broad base of stakeholders from ELT to Sales to IT
  • Staying on top of industry best practices and ensuring teams, processes and tools are optimized for success
  • Conducting weekly 1:1s and regular performance reviews with direct reports to set goals, discuss progress, and coach on development areas; responsibility for all aspects of performance management
  • Participating in skip-level reviews with frontline ADEs to learn how our customers and prospects are interacting with us; analyze trends and develop actions to support

What It Takes

A qualified candidate should have the following skills and knowledge:

  • Minimum 5 years of relevant second line leadership experience in a technology-based outbound pre-sales (SDR) or Inside Sales environment with a focus on Enterprise-level accounts
  • Experience leading a global team (US + EU)
  • Software, Cloud, SaaS experience
  • Strong leadership, coaching and development skills
  • Strong analytical thinking and problem-solving skills
  • Excellent oral and written communication skills
  • Strong organization and time management skills
  • Adaptable to a fast-paced, technology-driven environment
  • Experience with Microsoft Office, , Salesloft, LinkedIn Sales Navigator, ZoomInfo, Cognism, Vidyard, social selling

At OpenText we understand and value diversity in our employees and are proud to be an Equal Opportunity Employer. We hire the best talent regardless of sex, national origin, disability, or race. If you require accommodation at any time during the recruitment process, please email

OpenText's commitment to diversity and inclusion surpasses legal requirements, evident in our Equal Employment Opportunity Statement of Policy which promotes a respectful and empowering environment for employees of all backgrounds, culture, national origin, race, color, gender, gender identification, sexual orientation, family status, age, veteran status, disability, religion, or other basis protected by applicable laws. If you need assistance and/or a reasonable accommodation due to a disability during the application or recruiting process, please contact us at Our proactive approach fosters collaboration, innovation, and personal growth, enriching OpenText's vibrant workplace.

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