Account Director

SUMMARY

Reporting to the Global Head of Client Engagement, you are an experienced and effective relationship professional who will form part of our dynamic team at Waystone. In this role, you will manage a portfolio of existing client relationships, engaging directly with clients to deepen those relationships, identify new opportunities within the account, and run cross-sell and upsell opportunities through to close with the aim of driving revenue growth.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Client Relationship Management: Build and maintain strong relationships with key decision-makers within your assigned portfolio of clients, acting as their day-to-day point of contact at Waystone.
• Opportunity Identification & Triage: Proactively identify cross-sell and upsell opportunities and map whitespace through the development of account plans across your client portfolio. Triage each opportunity to determine whether it can be run directly, requires support from a specialist team, or should be passed to New Logo Business Development or Key Account Management to run a competitive process.
• Running Opportunities: Lead client-facing discussions to scope out opportunities identified within your portfolio, prepare proposals for the client, negotiate fees and services, and follow Waystone sales process, with support from Sales Operations as needed.
• Account Engagement & Planning: Maintain regular contact with your client portfolio, including periodic check-ins, to stay close to their evolving needs. Through this ongoing engagement, identify further opportunities for medium and long-term growth and document client strategy as part of a detailed account plan. Where appropriate, bring in the relevant members of the Commercial Team to help execute the strategy.
• Collaboration with the Commercial Team: Work closely with New Logo Business Development, Key Account Management, and the Global Head of Client Engagement to ensure opportunities are routed to the right team and that your outreach is aligned with priority accounts and services.
• Market Insight: Stay updated on industry trends, regulatory changes, and competitor activities to inform client conversations and identify relevant opportunities.
• Relationship & Pipeline Reporting: Provide regular updates on account activities, revenue contributions, and client feedback to the Global Head of Client Engagement, using established methodologies for comprehensive reporting.