Director, Account Management

We're seeking a Director of Account Management to transform our Account Management team into an independent revenue-driving organization within Discord's Advertising Solutions business. You'll lead a team of Account Managers who own the complete post-sale customer journey, driving expansion revenue, optimizing customer outcomes, and acting as executive sponsors to our largest accounts. Reporting to the VP of Sales, this is a peer role to our Sales Directors with a goal to build scalable growth processes as we transition to self-serve advertising products and expand globally.

What you'll be doing

• Lead and develop a high-performing Account Management team with clear career pathways, quota-carrying responsibility, and performance metrics focused on customer outcomes and expansion revenue
• Design and scale the post-sale customer journey end-to-end from onboarding through adoption, expansion, and renewal - creating repeatable playbooks for upsell motions and retention strategies that drive revenue growth
• Build strategic partnerships with Sales leadership while establishing Account Management’s autonomous remit, including clear collaboration frameworks, service-level agreements, and shared success metrics that position Account Managers as peers to Account Executives
• Drive incremental revenue through growth marketing principles that optimize customer lifetime value, identify expansion opportunities, diagnose account health issues proactively, and act as executive sponsor for top-tier accounts
• Partner cross-functionally with Product, Marketing Science, and Ad Operations teams to translate customer needs into product requirements, while building team fluency in self-serve platform management, API integrations, campaign optimization workflows, and auction-based buying mechanics
• Develop data-driven frameworks for customer segmentation, health scoring, and account prioritization that enable strategic resource allocation and scalable impact

What you should have

• 10+ years in customer success, account management, growth marketing, or revenue-focused post-sale roles, with 5+ years building and leading high-performing teams in quota-carrying environments
• Deep expertise managing buyers on self-serve, non-IO advertising platforms including auction mechanics, programmatic buying, bidding model optimization, and the ability to train teams on buying platform mechanics
• Proven track record establishing strategic account management functions that operate with autonomy, drive meaningful expansion revenue, and are recognized as peer organizations to Sales within SaaS or ad tech environments
• Strong builder mentality with experience in 0-to-1 or high-growth environments - someone who thrives creating scalable processes, playbooks, and operating models from scratch while maintaining hands-on execution capability
• Exceptional business acumen balanced with customer-centricity - ability to drive aggressive expansion targets while maintaining high satisfaction scores, plus collaborative leadership skills to establish cross-functional partnerships and champion organizational change

Candidates must reside in or be willing to relocate to the San Francisco Bay Area (Alameda, Contra Costa, Marin, Napa, San Francisco, San Mateo, Santa Clara, Solano, and Sonoma counties). Relocation assistance may be available.

Office Guidance: For this role, the Hiring Manager would like folks to be in the office 2 days a week.

The US on target earnings for this full-time position is $332,000 to $373,500 + equity + benefits. Our salary ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include equity, or benefits.