Director of Enterprise Accounts - Remote - USA

About FullStackFullStack is one of the fastest-growing software consultancy companies in the Americas. We deliver transformational digital solutions to top global companies and Silicon Valley startups. As an employee-first company, we focus on hiring the most talented software designers and developers by creating a positive, respectful, and supportive work environment where they can achieve their greatest potential.We’re Most Proud OfOffering life-changing career opportunities to talented software professionals across the Americas.Building highly-skilled software development teams for hundreds of the world’s greatest companies.Having delivered hundreds of successful custom software solutions, which have positively impacted the lives and careers of millions of users.Our 4.2-star rating on GlassDoor.Our client Net Promoter Score of 68, twice the industry average.The PositionWe are looking for a Director of Enterprise Accounts with deep roots in the industrial and manufacturing sector to own and grow strategic relationships with some of the world’s most complex and consequential enterprises. This is a senior role that sits at the intersection of industry expertise, executive relationship management, and technology-driven business development.You will be responsible for expanding FullStack’s presence across a portfolio of large industrial and manufacturing accounts — helping clients in automotive, industrial automation, electronics manufacturing, supply chain, and adjacent sectors harness the power of AI-native engineering, platform modernization, and nearshore delivery to transform how they build and operate technology.Your clients are organizations grappling with the digitization of factory floors, the convergence of OT and IT, aging ERP and MES landscapes, supply chain complexity, and the competitive pressure to adopt AI and automation at scale. You understand these challenges from the inside — and you know how to connect them to the right engineering capabilities.What You'll DoOwn a High-Value Book of BusinessManage a portfolio of large enterprise accounts as the primary owner of the relationship, revenue, and growth strategy.Own account P&L: revenue targets, margin performance, forecasting, and multi-year expansion planning.Build and execute detailed account plans with stakeholder maps, opportunity pipelines, and clear tactics and timelines.Land & Expand Within Your Industry NetworkLeverage your existing relationships and reputation in industrial and manufacturing circles to open new logos and create pipeline.Drive expansion within existing accounts by identifying new initiatives, new business units, and new capability gaps FullStack can address.Build multi-stream account relationships spanning AI engineering, data & analytics, custom software, platform modernization, and staff augmentation.Act as a Trusted Industry AdvisorBring genuine domain depth to client conversations — understanding the operational pressures, technology constraints, and strategic priorities unique to industrial and manufacturing enterprises.Advise clients on how emerging capabilities — AI-native engineering, agentic workflows, digital twin, IoT data platforms — can address their specific operational and competitive challenges.Position FullStack’s offerings in the context of the client’s transformation roadmap, not just as a response to a current RFP or project need.Stakeholder Management Across Complex OrganizationsBuild deep, multi-threaded relationships across technology leadership (CIO, CTO, VP Engineering, Heads of OT/IT), operations leadership (COO, SVP Manufacturing, Plant Managers), and procurement.Lead QBRs, executive briefings, and strategy sessions that go beyond status reporting and deliver forward-looking insight.Navigate complex procurement cycles, multi-year budget processes, and the organizational dynamics typical of large industrial enterprises.Collaborate Across Delivery & SolutionsPartner with FullStack delivery leads to ensure quality outcomes, proactive escalation, and client satisfaction at every stage.Work with AI and solutions specialists to shape proposals and bring relevant capabilities to clients at the right moment.Represent the industrial client perspective internally, helping FullStack sharpen its vertical go-to-market and service offerings.What Success Looks LikeConsistent double-digit YoY growth across a portfolio of $5M–$30M+ enterprise accounts.A clear land-and-expand track record: initial engagements in one business unit grow into multi-stream, multi-year relationships across the enterprise.Healthy account P&Ls: strong margins, accurate forecasts, and no revenue surprises.Clients who treat you as a strategic partner embedded in their planning cycles — not a vendor on a statement of work.A growing pipeline of new logos sourced from your industry network and proactive outreach within target verticals.Who You AreExperienced Enterprise Account Owner10+ years in enterprise account management, strategic sales, or client partner roles within technology services, consulting, or software/engineering environments.Proven track record of owning and growing large enterprise accounts ($5M–$25M+) with long relationship and sales cycles.Deeply Rooted in Industrial & ManufacturingMeaningful professional experience in or serving industrial, manufacturing, automotive, supply chain, or adjacent verticals.Fluent in the language and priorities of industrial enterprises: OT/IT convergence, ERP/MES landscapes, Industry 4.0, supply chain resilience, plant digitization, and operational efficiency.Understands how technology buying decisions get made inside large manufacturers — who the real stakeholders are, how budgets work, and what drives urgency.Commercially Sharp & Growth-OrientedTrack record of proactive origination — you don’t wait for RFPs; you bring ideas, shape demand, and create opportunities.Data-driven about your accounts: rigorous pipeline hygiene, knows the numbers, and maintains a clear view of revenue trends and risk.Creative and persistent in finding new entry points and expanding the scope of existing relationships.Executive Presence & Relationship DepthNatural relationship builder who earns trust over time and sustains it through leadership changes and organizational shifts.Comfortable leading conversations at the C-suite and VP level as well as navigating mid-level champions and technical advocates.Known for proactive communication, follow-through, and delivering value beyond the immediate transaction.Technology-Fluent (Not Required to be an Engineer)Comfortable discussing AI, cloud platforms, data architecture, custom software development, and nearshore delivery models with technical stakeholders.Able to translate between client business goals and FullStack’s technical capabilities — with credibility on both sides.Familiarity with industrial technology (MES, SCADA, digital twin, IoT platforms, ERP modernization) is a significant advantage.What We OfferCompetitive Salary.Paid Time Off (vacation, sick leave, parental leave, and holidays)100% remote work.The ability to work with leading startups and Fortune 500 companies.Health, dental, and vision insurance.401(k) w/ 4% match.Ample opportunity for career advancement.Continuing education opportunities.FullStack is proud to be an equal opportunity workplace. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, or Veteran status.Learn more about our Applicants Privacy Notice.