Key Account Director

Opportunity at a Glance
ACAMS is seeking a highly experienced, commercially driven Key Account Director to serve as a strategic growth partner to our most important clients. This role owns a named-account territory and is responsible for producing double-digit year-over-year growth by strengthening senior-level relationships, demonstrating the value of the ACAMS portfolio, and translating client priorities into long-term commercial partnerships.
You will renew and expand enterprise memberships, create multi-product opportunities, and build trusted, multi-thread relationships across complex financial institutions. Success requires equal strength in strategic account planning, consultative discovery, new business development, and disciplined forecasting.
This is an opportunity for an accomplished enterprise sales professional who brings deep financial services, financial crime, fraud, or technology experience and thrives in a high-accountability, technology-enabled sales environment.

Responsibilities

Strategic Account Growth and Retention

Grow enterprise memberships through business-line expansion
Develop and maintain 12-month programming cadences for Tier 1 and Tier 2 clients, aligned to their business priorities and AFC needs
Partner with Customer Success to lead quarterly Strategic Business Reviews that demonstrate measurable value from ACAMS portfolio investments
Expand the territory book of business through existing account growth and target new-logo acquisitions

Executive Relationships and Consultative Selling

Build multi-threaded, trust-based partnerships with senior decisionmakers across client organizations
Lead purposeful weekly outreach campaigns, both self-generated and in partnership with Marketing, to create qualified opportunities
Use curiosity and strategic questioning to uncover client priorities, goals, motivations, and unmet needs
Create, own, and continuously refine a compelling ACAMS value proposition that converts client activity into commercial opportunities

Territory Strategy, Pipeline, and Forecasting

Own and update a monthly Pathway to Plan, territory plan, and key account-based plans for Tier 1 and Tier 2 clients
Generate a consistent volume of strategic client meetings across the territory, with diversity across accounts and stakeholder levels
Maintain a rolling 12-month opportunity view and provide weekly Salesforce opportunity updates through clear, current sales notes
Deliver a reliable rolling three-month forecast, maintain healthy pipeline coverage, and take ownership of results against plan

Market Expertise and Portfolio Diversification

Demonstrate thought leadership across financial services and within AML, fraud, and technology
Position ACAMS solutions as strategic responses to evolving financial crime, risk, and regulatory priorities
Growing multi-product penetration, including anti-fraud programming and other relevant portfolio offerings
Use sales technology and technology-enabled workflows to prioritize high-impact activity and improve commercial outcomes

Qualifications

A bachelor’s degree required or equivalent experience
5–7 years of B2B sales experience within financial crime, financial services, risk, technology, or a closely related sector.
Proven success managing and growing high-value enterprise accounts while also landing new business and new logos.
Demonstrated ability to develop and execute strategic sales plans that achieve revenue growth targets.
Experience with enterprise selling, relationship management, and complex consultative or software solutions for large financial institutions.
Strong knowledge of B2B sales processes, techniques, account planning, pipeline management, and forecasting best practices.
Technology-progressive approach, with demonstrated use of sales platforms and AI-enabled or technology-enabled workflows to improve preparation, prioritization, and execution.
Curious, coachable, resilient, and accountable, with the judgment to focus on actions that produce meaningful client and business outcomes
Candidate must permanently reside in the NE region of United States

Success Measures

Achieve at least 85% of plans on a rolling three-month basis and 100% of plan on a rolling six-month basis
Maintain a 2.5x pipeline-to-quota ratio
Build 50% multi-year penetration across the book of business
Drive portfolio diversification, including anti-fraud programming sales
This role is eligible for participation in ACAMS' sales incentive program with the terms of participation to be determined based upon responsibilities and qualifications as well as program terms.

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